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Human €ngtneertng 

i 

or 

Psychology Simplified for 
Vocational Efficiency 


o' 

by 

PROF. GEORGE W. SAVORY 

«\ 


Published by the Author, 

Indian Hill Blvd. and Harrison Ave. f Claremont, 
Los Angeles Co., Calif. 




BFni 

.Sxf 


Contents 


Key to This Book. 

Challenges . 

Some Character Readers. 

Temperament, Size, Quality, Health. 

Facial Poles. 

Main Divisions of Brain. 

Other Important Subdivisions. 

Balancing-up Brains . 

Cultivation and Restraint. 

1. Force Cultivation or Restraint 

2. Mirth 

3. Conscience 

4. Caution “ 

5. Veneration 

6. Concentration “ “ “ 

7. Dignity, Self-reliance “ “ “ 

8. Acquisition, Thrift “ ' - “ 

9. Amativeness “ “ 

Choice of Vocation. 

Efficiency. 

Functions of Faculties (table and diagrams) . . . 
Psychology of Salesmanship. 


Page 


II 

14 

21 

25 

29 

34 

38 

42 

43 
46 
46 
50 
55 


58 

63 

68 

74 

77 

80 

86 


GIFT 
AUTHOR 
NOV 30 1921 





























“I!” “I!” “I!” “I!”-do you know him? 

“Gnowthi seauton”—know thyself! 

“Know then thyself; 

Presume not God to scan; 

The greatest study of mankind is Man.” 

“Oh! wad some power the giftie gie us 
To see oursel’s as ithers see us!”—Burns. 

“God hath written the history of every man upon his 
skull.”—Zendavester. * 

“Appearances do not deceive us; it is our untrained eyes 
that fail to read what really appears.” 

“Human character cannot be concealed. If you sit, you 
show character; if you act, you show character; if you sleep, 
you show it.”—Emerson. 

“The fault, dear Brutus, is not in our stars, but in our¬ 
selves, that we are underlings.”—Shakespeare. 

“Divide and conquer!” By man’s desire thus leading. 
Arousing no resistance—his “dog” asleep!— 

For then, quite happy, with but a moment’s pleading, 

He takes your “plunge,” and finds it none too deep. 

Yourself divide to conquer, “reserves” restraining— 

One “scouting party” enough to shrewdly “kill!”— 
Your stouter forces, expectant wait, refraining 
From even blast of bugle—Triumphant Will! 

RIVERS OF LIVING WATER 

“There be some hearts like wells, 
green-mossed and deep 
As summer ever saw, 

And cool their water is, and sweet, 

Yet you must come to draw. 

Silent they rest in calm content, 

And not unsought will give. 

They can be quiet with their wealth unspent. 

So self-contained they live.” 

“And there he some like springs that burst 
To follow dusty ways, 

And run with offered cup to quench his thirst 
Where the tired traveler strays. 

They never ask the meadows if they want 
What is their joy to give. 

Unasked, their life to other life they grant, 

So self-bestowed they live.” 

— 3 — 



G. V/. SAVORY (AT 40) 



















KEY TO THIS BOOK. 


There are no bad boys!—only misdirected energy of boys 
wrongly “educated.” 

Nearly all boys and men are somnambulists, walking in 
their sleep—dissatisfied and unsuccessful because dazed, con¬ 
fused, slaves of indecision—and they are more to be pitied 
than blamed, needing someone to awaken them to their pos¬ 
sibilities and the true purposes of life. 

Sometimes a good wife does this for a man—releasing him 
from that prison “Latent Talent,” or tomb of doubt, inertia 
and vacillation—arousing and inspiring him to accomplish 
what he could never have done alone. (Read Appleton’s 
poem, “The Woman Who Understands.”) This book will 
open the eyes of all who carefully weigh its plain directions 
for cultivation and restraint, after first deciding what definite 
faculties of their mind (or what specific organs of the brain) 
need to be cultivated or restrained. 

Analyze your mentality, admit your weakness honestly, 
definitely, and you can then begin intelligently to make your 
character like “The One Hoss Shay”—so built that “it 
couldn’t break down.” Every man is like a chain or fort or 
automobile—only so strong as its weakest spot—and it is not 
being “fussy” to treat your mind with as much care and 
common sense as you apply to your machine. 

Railroad engineers must know all the parts of a locomo¬ 
tive and their uses, conditions, possibilities, powers and lim¬ 
itations. They must understand how to handle each part 
skilfully to develop utmost power without risk of overstrain, 
injury, breakdown—possible death. 

Human machinery—at least a man’s brain—is far more 
delicate and complicated than any locomotive, automobile, 
flying machine or radio outfit. As this is aviation age and 
every boy has a balloon in his head (aspiration), everybody 
ought to know something of practical psychology or the laws 
of the mind. That balloon is commonly tied down to the 
earth by sense desires and fails to lift the boy to attain his 
high ambition. 

The human engineer, alas! receives very little training for 
the difficult task entrusted to him, though a life-time of suc¬ 
cess and happiness, or failure and perhaps wreckage and 
misery for others as well as himself, depends upon a proper 
training. 

Schools and colleges pour into the minds of young people 
much valuable information, but unless their work is under¬ 
stood to be a sharpening of mental tools—mainly instruc¬ 
tion but not real education (e-duco, to call out)—the grad¬ 
uate may finish the best course of study with only mental 
dyspepsia as his preparation for life-work—a glutton for 
books, but his thought-muscles too fat and flabby for any 
vigorous service. Some men refuse to employ college gradu- 

— 5 — 



Section of Brain—cerebellum, or little back brain, contrasted with 
cerebrum; both built like a fan, all fibers radiating from medulla oblongata. 

ates. Many most successful men never had much “schooling,” 
but they all had to train themselves, “by a rigid course of 
self-discipline” as Luther Burbank testifies to this human 
engineering. 

“It is good for a man to compel himself!” exclaims 
Swedenborg. But when you resolve to stop some bad habit, 
or learn some new and better way of living, then you gen¬ 
erally discover how weak you are, and perhaps give up dis¬ 
couraged and drift along as before. 

“At thirty man suspects himself a fool; 

At forty knows it, and reforms his plan; 

At fifty chides his infamous delay; 

In all the magnanimity of thought 

Resolves and reresolves; then dies the same!” 

To compel himself is almost as difficult for most men as 
“lifting himself by his boot-straps,” because he goes at it 
blindly and soon neglects even the best New-year resolutions. 
Prayer has often accomplished miracles of reform, but some¬ 
times has made fanatics or hypocrites, proud of their piety, 
because lacking any correct knowledge of the soul—one devil 
driven out but seven devils returning to the mind that has 
been reformed. (Mat. 12:43). Only by self-analysis can 
full self-conquest and self-control be gained. 

When a man can once see it to be true that his mind and 
brain are divided up into different departments and sections 


6 — 



as distinct from each other as his fingers and toes or heart 
and lungs, he then comes into full possession of himself , 
assumes his rightful sovereignty, and can then take hold 
intelligently to manage, direct or command each part or 
member of his mental kingdom, and do it with a certainty 
of success. His mind or brain then seems to him like a 
menagerie of all species of animals, and his real self, his 
true manhood, steps forward boldly and bravely to show how 
easily he can compel and train each one of those impulses— 
yet always looking to the Lord for power to rule. 

No carpenter throws his tool-chest at a pile of lumber, and 
then expects to see a house go up! He selects saw or plane, 
bit or chisel, according to the need of each step in the 
process. Thus should every brain worker select different 
mental tools for each specific task. He ought not to expect 
success when he bungles the work by wholesale attacks—like 
the scatter-fire of a shotgun in place of the needed rifle. 
Many a public speaker cuts off boards very laboriously and 
awkwardly by pounding a chisel, never learning to use his 
mental saw. 

The schools and colleges furnish much valuable instruc¬ 
tion, but most of their teaching (I repeat) is not true educa¬ 
tion ( e-duco , to call out). It is merely a pouring-in process, 
training the mental powers (the brain, like a phonograph 
record) to grasp and retain knowledge, but only incidentally 
calling forth those powers in practical service—except some¬ 
what in writing, oratory and manual training. 

Much latent talent is never even discovered. A very large 
proportion of mental power lies forever dormant—“nine- 
tenths of the brain cells never called into action,” one scien¬ 
tist declares. Hence this “smart, nervous, strenuous genera¬ 
tion” are all somnambulists!—only one-tenth awake—and 
our spasmodic, panicky “drives” are as misdirected as a hen 
with her head cut off! 

By the psycho-analysis here proposed it is easy to search 
out and arouse those dormant parts of the brain, directing 
all energies scientifically for complete success. 

“Bone-head!” is a slangy exclamation, but it is also a 
scientific description of one who uses only as small a part of 
his brain as he does of words in the dictionary. “Nature 
abhors a vacuum,” and therefore puts her thumb on every 
soft spot (or unused organ of the brain), and makes a per¬ 
manent depression in the skull. If, however, the skull has 
grown so old and hard as to resist her pressure, she will then 
gradually deposit bone material to fill the space formerly 
occupied by the throbbing brain. I have studied one skull 
that was half an inch thick except in a few spots where it 
was thin as paper—proving its owner insane. 

Instead of insanity offering any serious obstacle to this 
young science, it gives many strong proofs that the various 
kinds of thinking are carried on in different sections of the 
“thinking box” or cranium. It also points to the exact loca- 



One is proof against fascination of “dashing widow.” Other 
can’t be trusted, has “great Mormon hollow” in back of head— 
argues “Variety is the spice of life.” 


tion of each organ whose inflammation or fever produces 
such erratic impulses—seen best in monomaniacs. 

Size indicates power, if other conditions are equal—size of 
the head, and also size of each section or organ or group of 
organs. Proof has been given in many a lecture and hook 
that the brain is made up of many different organs or mental 
tools. Even this little book will enable a ten-year-old child 
to find the location of most of the important organs, after 
some practice. Choose bald heads or peculiar people for 
first tests. 

Objections to this study of skull formation have been very 
numerous, and there are serious difficulties yet to be consid¬ 
ered and surmounted. But most of them have been explained 
many times and fully met, though the objector seldom can 
be induced to read anything which might prove him wrong. 
Ridicule and contempt by such objectors may be applauded 
as triumph, but they merely show how easy it is to sit in “the 
seat of the scornful.” Instead of their “snapshot” judgement: 
“You can’t fool me! I’m not gullible,” they generally ought 
to admit that their unbalanced brains are ruled by suspicion 
and obstinacy—balky mules! 

Very few objectors ever read a single treatise written from 
the phrenological standpoint. But all real investigators are 
hereby challenged to search for truth in Dr. Hollander’s 
“Mental Functions of the Brain” and “In Search of a Soul,” 
Dr. J. T. Miller’s “Character Analysis,” Prof. Combe’s “Con¬ 
stitution of Man” (twenty editions published in U. S. and 
more in England), Alfred Russel Wallace’s “Wonderful Cen¬ 
tury” (chapter on Phrenology), Spurzheim’s “Phrenology,” 
O. S. Fowler’s “Human Science” (prized by many next to 
their Bible), Windsor’s “Science of Character,” and the 

— 8 — 


exhaustive treatise of the scientist, W. Mattieu Williams; 
“Vindication of Phrenology.” (Of course there are difficulties 
not yet overcome, for we know very little about the brain 
even now, but these books frankly discuss these difficulties, 
admitting limitations.) 

The world’s ignorance of what life means is proven to 
every philosophic mind—not so much sin as ignorance almost 
universal, even somnambulistic—by our hurry-worry style of 
living—feeble health, nervous prostration, crowded insane 
asylums, early deaths, reckless accidents, failure in study, 
business and married life, quarrels over our competitive sys¬ 
tem (ancient, outgrown, wasteful, merciless, with its strikes 
and lockouts, yet worshipped and defended)—war between 
“classes and masses,” war between nations, war between 
members of one family (who will not respect the freedom of 
each other)—divorces and “free-love” beastliness, suicides, 
murders, (even of the unborn!), the craze for excitement, 
stimulants, dancing, travel and constant change (roving or 
“wanderlust” instead of permanent home, steady labor, reg¬ 
ular study and rearing a family in obedience to the first com¬ 
mandment of nature as well as Scripture: “Be fruitful and 
multiply and replenish the earth”)—the craving for stimu¬ 
lants, narcotics, flesh-food and artificial sweets—all this 
“refined(?) sensuality” dwarfing the mind and branding 
upon the soul: “Arrested Development.” 

Our modern lawless nomads or “automobile gypsies” de- 
dare that the world owes them a living, and they hilariously 
jollect it along their route from orchard, field or flock— 
hough “swiping” would be most too hard labor for them, if 
hey did not consider it “a good joke on the fool farmers!” 
(But Human Engineering will get only superficial investiga- 
ion from that class of people—possibly a sentence snatched 
lere and there.) 

Years ought to be spent by all in thorough study of this 
Human Engineering, for it is practical character building and 
jf eternal importance—based upon mental analysis and 
ipplied to each according to different individual needs—till 
;verybody takes as great pride in the increasing skill and 
?ase of brain-running as now in automobile-running or aero- 
dane-running. Mental Aviation would be a good name for 
Human Engineering, and this method of thinking does put 
i flying-machine into the brain—powerful wings of thought. 
This book is a “short cut” to the essentails of brain-analysis 
md brain-harnessing. It will make all who steadily practice 
ts principles very expert mental aviators. 

But who is this aviator, this Human Engineer? Here are 
some of the names: “I,” Ego, Self, Personality, Individuality, 
Selfhood—the real being, the spiritual man, or soul, spirit, or 
nind. Consider the shortest—“I”—our shortest word, most 
Trequently uttered of all words, but least understood. 

Who is this “I”? Everybody says “I,” when they should 
generally say “My.” Then they wonder why they have so little 
success, hope, self-confidence, or self-control. The trouble is 

— 9 — 



A HARP OF FORTY-TWO STRINGS./ 

. V, \ 

This brain-analysis will tune you up, remove discord between desires, 
restore harmony, teach you to play best tunes upon your mental harp. 


that they have accepted defeat by foolishly identifying them¬ 
selves with a single propensity —declaring “I am mad,” “I am 
all discouraged,” or “I am desperately in love,” when that 
feeling is only one of their untrained impulses leaping up 
determined to rule or ruin—and then that inflamed fraction 
of the brain becomes a tyrant very quickly, their giant to 
crush them without any resistance being longer possible be¬ 
cause of the self-deception. “The Devil gets them on the 
hip”—the red-devil of passion or the blue-devil of despond¬ 
ency and fear. They should learn (instead of that weak 
submission and slavery) to become animal trainers, compel¬ 
ling every wild impulse to fall in line as an obedient and 
helpful member of their peaceful and harmonious mental 
menagerie. 

Or call the human brain an electric motor run by a wire¬ 
less current of power every instant from that invisible but 
Almighty Dynamo which we call God, Jehovah, or our Lord 
Jesus. “With Thee is the fountain of life!” To know this 
and feel constantly that what men blindly consider their own 
life is really not theirs at all, but that it is the Lord’s meas¬ 
ureless life flowing through us every moment so abundantly 
as we give it opportunity—this it is to have each hour a 
happy one because filled with good thinking and helpful 
service—never asking whether people love or appreciate us, 
and hence never proud, vain, or self-conscious, and never, on 
the other hand, chagrined, angry or discouraged. 

But differing from the stationary electric motor which runs 
with only occasional attention, the human motor, our brain, 
needs an expert and wideawake engineer to steadily regulate 
it, and as promptly adjust it to its whirling tasks or duties— 

— 10 — 



as an auto-driver turns his wheels and regulates the power 
for the bends of a steep, crooked, dangerous road. And that 
engineer—with the short name, “I”—must humbly submit 
to receive the most perfect training, if he expects to keep all 
parts of the complicated brain nicely balanced and the whole 
mental motor properly adjusted to its varied undertakings— 
receiving the full current of the Creator’s energy and applying 
it where and how it can do best work. 

CHALLENGES 

Everybody delights to watch others, and thus spell out or 
guess what may be their secret motives—especially when there 
seems to be an effort to conceal, mystify or deceive. All thea¬ 
ters are crowded by this great eagerness to study life instead 
of books—few today reading any books except novels. 

Everybody is a phrenologist (in the true original sense of 
that word), a character reader, if even half alive—some 
accurate and reliable because careful observers, others 
bungling and easily deceived because dull, prejudiced, opin¬ 
ionated and not humble enough to learn from those shrewd 
students of Human Nature who have spent a life-time in its 
scientific investigation by inductive methods—as did Gall and 
Spurzheim. 

This book comes challenging you to test its brief , con¬ 
densed, cartooned principles and methods of knowing “what 
is in man”—yourself first and others because you have dis¬ 
covered your own weak and strong points—best methods of 
analyzing the different powers, of so regulating and harness¬ 
ing your powers as to produce strongest character, and of so 
appealing to the peculiarities of others as to wonderfully 
increase your influence for all good schemes. 

Test these methods. Do not accept fully nor reject scorn¬ 
fully till you know their value by many fair, honest and 
thorough trials upon people of well-known peculiarities. You 
may be one of those who have been so often mistaken in 
your first estimate of strangers that you declare: “You can¬ 
not tell anything about a man’s character!—much less a 
woman’s!” You ought instead to say that you cannot. It is 
hard to prove a negative, hard to prove even by your many 
failures that others are no better character readers than you 
are. Some credulous people of course go to the opposite 
extreme and feel sure they can read character and tell for¬ 
tunes even by the lines in the hand (palmistry), or by finding 
out the exact position of the stars at the hour of birth (astrol¬ 
ogy). Far better believe that, than live a negative life— 
always objecting: “’Tain’t so!” or “You can’t fool me!” 

“And if pretention for a time deceive. 

And prove me one too ready to believe, 

Far less my shame, than if by stubborn act, 

I brand as ‘lie’ some great colossal fact.” 

But where those systems end, this cultural method begins 
its practical work—not fortune-telling but fortune-making. 
Not merely reading a man’s history on his skull—what has 

— 11 — 


been, is now and is likely always to be—but what can easily 
be done to remedy defects, and surely defeat any impending 
fate. I will defy my stars! “I will be master of my fate!” 
I will practice constantly those methods that others testify 
have enabled them to win success—practice daily and relig¬ 
iously for self-perfection, for highest usefulness. 

All admit (1) that a full forehead is found in deep think¬ 
ers, that the forehead is the intellectual lobe of the brain, and 
(2) that the backhead is the seat of domestic affections. 
Most people go with us further and believe (3) that the top 
of the head is the “meeting-house steeple,” the location of all 
religious proclivities. Many have noticed (4) that all murder¬ 
ers and pugilists have heads broad between the ears, and look 
there for brutality and even for energy in everybody. Fewer 
people have observed (5) the full crown as always a sign of 
a “born leader,” or “ruler among men”—or one who thinks 
he “knows it all.” 

Challenges most kindly offered, most simple, most fasci¬ 
nating! Will you accept them and by trial know for your¬ 
self—by the “inductive method” of science, gathering facts 
from many individuals of peculiar character—whether or not 
character is revealed by such forms of skull? That was the 
method of original discovery, though it is still falsely asserted 
that Dr. Gall “assumed that different parts of the brain exer¬ 
cise different functions.” He assumed nothing! Not till he 
had spent thirty years in study of contrasts between skulls, 
and spent a fortune in gathering casts of prominent men and 
skulls of insane and criminals and of many animals, only 
then did he venture to give out his conclusions. 

No man need accept those conclusions, unless convinced, 
but they will never be thrust aside by the contemptuous snort 
of any professor of modern “psychology,” who is himself 
half crazed by his own theories of mental philosophy—a 
mere fogbank to most of his students!—but who never con¬ 
descended to read carefully one book on this localization of 
function. 

If you care to be considered unprejudiced, fair minded and 
independent as an investigator or searcher after truth, do not 
take as final his quotation of authorities, nor my assertions that 
his “authorities” are “blind leaders of the blind.” Hunt up 
a pair of big calipers and begin—“just for fun”—to meas¬ 
ure the diameter of everybody’s skull just above the ears. 
You and they will get many a laugh out of this “fad,” and 
you will soon be astonished to find that the average in men is 
six inches. When it falls below five and three-fourths, there 
is a weakling, lacking in energy and generally lazy. If above 
six and a half inches, look out! Generally he is a “bruiser,” 
very destructive, perhaps even murderous—unless restrained 
by large development of benevolence and conscientiousness. 

Then compare domestic with intellectual lobe. If man or 
woman has a cranium which extends back as far as front 
from opening of ears, there will always be shown strong 

— 12 — 



This skull was defiantly sent up from rear of crowded church by an M. D. 
:o prove nothing could be told of thought location. Nelson Sizer, accepting 
:he test, put candle inside and soon wrote: “This is the skull of a young 
7 oman who died at about 22. Kind, obedient and intellectual till about 14, 
omething then so paralyzed most of her brain that she became idiotic 
fcept in music, also violent and obscene—yet singing like a nightingale.” 
Light part proved skull very thin; dark part “bone-head.”) 

Forcibly restrained by young men standing near door, after declaring 
“not worth while to pursue subject further,” the doctor consented to 
id up (to be read by deacon who had read lecturer’s opinion) the written 
scription he had in his pocket. Differing only a year or two as to age, 
: doctor confessed his obstinate prejudice, and became an earnest advo- 
e of the young science. 

Bonehead” is a scientific description. The brain builds its own skull 
fit its thinking! Excessive vibration produces great heat which thins 
11 by rapid absorption. Thickening surely comes in any part where 
>bbing or palpitation is feeble—or else a hollow! 


— 13 — 







domestic affections—love of home and children, and prob¬ 
ably of all friends especially of opposite sex. (Love of chil¬ 
dren is frequently perverted into mere love of dogs and par¬ 
rots!) Make a few such tests, and you will become inter¬ 
ested to study other groups—as discussed later. 

SOME CHARACTER READERS 

Even the babe in its cradle constantly studies its mother’s 
face! From the creation man has longed to know more of 
“what is in man,” has delighted to penetrate to the secret 
motive, often boasted of ability to read strangers “at sight”— 
even attempted to “lift himself by his boot-straps” mentally. 
Many, who perhaps read few if any books or papers, are 
indeed very shrewd character readers. 

Yet self-knowledge is the rarest of attainments. You can¬ 
not take a photograph of a mountain when climbing its side! 
Solitude helps somewhat in providing a viewpoint, makes self- 
examination easier, but most people avoid being alone— 
afraid of themselves! Spend one whole day upon some 
lonely mountain-top, and see if it is not the most profitable 
day of. the year or of all life. A long sickness often “brings 
a man to himself,” leading to complete reconstruction of his 
ambitions and purposes, even after steady antagonism to any 
advice or appeal for such reform. 

Unless you accept the standard of well-balanced character 
furnished by this broadest psycho-analysis, you are likely to 
hold so imperfect ideals—such crude and unsettled notions of 
what you want to be or become—that your opinion of others 
will be badly prejudiced, and you will make very foolish 
efforts to twist your friends out of all harmonious propor¬ 
tions—stretching them to fit your iron bedstead of Pro¬ 
crustes!—and your own character or mind will become more 
and more dwarfed and distorted, even to insanity or despera¬ 
tion and misanthropy. 

Physiognomists have been numerous even from the days of 
Socrates. He was declared by one delineator to be a coarse, 
brutal fellow, inclined to drunkenness and sensuality. When 
his indignant friends protested that such was not his charac¬ 
ter, he declared the description correct, and said it was only 
by constant and rigid restraint that he kept himself from 
plunging into every evil. 

The first man to study scientifically the shape of skulls as 
a means of reading character was Dr. Francois J. Gall, bom 
in 1758 in Germany but of Italian parents named Gallo. 

After spending thirty years and a fortune on this study— 
measuring thousands of heads, collecting skulls of animals 
and of criminals noted for peculiarities, making many plas¬ 
ter casts of the famous men of his day and studying the 
insane in asylums of Germany, Austria and France—he un¬ 
dertook a circuit of lecturing in Vienna, Rerlin and other 
cities of that region, but met with great opposition—even 
forbidden to lecture in Vienna—“kicked out” by frightened 
ecclesiastics who regarded the whole scheme irreligious and 
blasphemous. He found some freedom in Paris, while pur- 

— 14 — 


suing his medical practice as a noted physician and anatomist, 
in spite of Napoleon’s opposition and his suppression of the 
endorsement by Cuvier, the scientist, saying: “We’ll have no 
more of that German heresy here!” 

Dr. Gall was the first to properly dissect the human brain, 
tracing out its fibers from the medulla oblongata, when oth¬ 
ers were cutting it like a piece of cheese. This he did before 
audiences of medical men, and in honor of his discoveries 
one portion of the brain still bears his name. 

/Vote i veil that this discovery of the location of these 
thought-centers was made by the greatest anatomist of Europe 
at that time, not by an ignorant guesser as some lying enemies 
assert—mad because condemned by the new science, or obsti¬ 
nately refusing to examine any system not endorsed by the 
“authorities” they blindly worship. 

Dr. Spurzheim, one of Gall’s pupils, became his partner, 
systematized the vast mass of facts which Gall had accumu¬ 
lated by the most rigid inductive method (assuming nothing) 
and named the system Phrenology—a good name (meaning 
knowledge or discourse about the mind), but now stolen and 
used a ^ uy fortune-tellers and therefore so despised 

as to be prohibited by heavy license fees in some cities. He 
brought this new psychology to this country in 1832—after 
establishing it fully in Scotland and somewhat in England 
and Ireland—and gave many lectures upon it in Boston and 
Harvard University, wearing himself out and dying suddenly 
from overwork. His anatomical proofs were very convincing 
and enthusiasm was great for the new science. 

George Combe, a professor in Edinburgh University, at 
first a strong opponent, became one of the ablest supporters 
of the young science—after attending Spurzheim’s lectures 
on the anatomy of the brain—published books about it—his 
“Constitution of Man” still a monument to his memory, many 
editions selling—and was the intimate and admired friend of 
Horace Mann,” the Father of our Public Schools,” who would 
have had it taught in all schools, if conservatives had not so 
bitterly opposed all his new ideals and methods. 

O. S. Fowler did most to bring the people in a popular 
way this new psychology and philosophy—assisted by his 
brother L. N., both graduates of Amherst College and aided 
by Henry Ward Beecher—and many today still cherish his 
books as next to the Bible in value. Fowler’s large collection 
of skulls and casts is now preserved in the museum of his 
college. 

When a boy I went sixty miles to visit him, and (though 
poor, frail and working my way for an education) I never 
regretted the cost of the chart he wrote out for me. In fact 
he begot me intellectually, doing me more good than all my 
teachers by showing me how to think independently and han¬ 
dle my faculties in a scientific manner. Afterward I gradu¬ 
ated from the American Institute of Phrenology in New York 
City (Fowler’s), which was founded by such men as Horace 
Greeley, our greatest editor. 

— 15 — 






















“Lives of great men all remind us 
We can make our lives sublime, 

And, departing, leave behind us 

Footprints on the sands of time; 

Footprints, that perhaps another, 

Sailing o'er lif e’s solemn main, 

A forlorn and shipwrecked brother, 

Seeing, shall take heart again.” 

Study these fine faces, contrasting Ford (No. 1), honored 
business man, with his “chum,” Edison (2), inventor; Burbank 
(3), horticulturist; O. S. Fowler (4), lecturer and analyst. 

Note difference in foreheads of Dore (5), artist; Wilson (6), 
philosopher; Agassiz (7), scientist; Lyman Abbott (8), 
preacher; Mark Twain (9), humorist; Poe (10), poet; Bryan 
(11), religious reformer; Roosevelt (12), pugilistic reformer; 
Harriet Beecher Stowe (31), author; Lincoln (14); Sweden¬ 
borg (15), Bible interpreter; Gladstone (16), premier; Bee¬ 
thoven (17), composer; Gall (18), anatomist and discoverer of 
thought-centers; Spurzheim (19), demonstrator of Gall’s work; 
Horance Mann (20), “Father of our public schools.” 

Great men sometimes say they are not superior to common 
folks, except in “turning on the full current of brain power”— 
handling each faculty as separate and distinct from the mass. 
How many of yours are shirking duty? “Only one-tenth of 
the brain cells are used,” one nerve specialist discovered by 
tests. 

This Psycho-Analysis by an expert, repeated even every five 
years, is the best of all investments for any man—fee refunded 
if it has not proved worth $1000 by end of first year. 

For mastery of Public Speaking alone—even to a man of 
50 who has never made a speech—a scientific marking of 
chart in back of this book is worth many times its cost (speci¬ 
fic written advice making it doubly helpful). 

Carnegie said he wanted for epitaph: “Here lies a man who 
was shrewd enough to employ men abler than himself.” His 
study of this science enabled him to pick best men to build 
up his colossal fortune, and thus build nearly 3000 public 
libraries. 

Edison says: “Genius is only two per cent inspiration, but 
ninety-eight per cent perspiration.” But get onto the right 
track, as he did by this science, or rivers of sweat will not 
get you anywhere. 

“Life is real! Life is earnest! 

And the grave is not its goal; 

Dust thou art, to dust retumest, 

Was not spoken of the soul.” 

— Longfellow. 


— 17 — 


But that name “phrenology” must be given up to the 
thieves who have prostituted it to dress up their fraud of 
foretelling the future, which would be very harmful if it 
were possible. That foreknowledge is mercifully hidden from 
us by Divine Providence, but improvability is granted—“the 
chief distinction of man from animals”—and there is no 
method of improvement that equals the one this book briefly 
sets forth in simple and condensed principles. 

“Relgion all that is necessary?” Granted, if a true reli¬ 
gion—perfection of conduct, complete culture, full refinement 
of manner, morals and meditations, as well as mere faith. 
And this applied psychology is the most practical applica¬ 
tion of true religion. When you want your child to play the 
piano, you do not merely pray about it. You send for a good 
music teacher. Your brain is a piano or harp of 42 strings 
—84, as there are two of each kind—and a teacher can most 
wonderfully help you bring harmony and efficiency from 
that marvellous instrument—generally jangling aimlessly be¬ 
cause sadly out of tune, as well as thrumbed unskilfully. 

A few names are here given in testimony of the value of 
this system, men who tested it by long experience and at¬ 
tained their high standing largely by its use. What force 
can any objections or denials have in face of the strong 
endorsement of such men? An ounce of positive fact is 
worth a ton of negative theory. If they ate of this mental 
food and became giants in the world of intellect—and where 
can be found today an orator like Beecher, an editor to mtach 
Greeley, or a statesman of Gladstone’s caliber?—it would 
seem the part of wisdom for us to lay aside all doubt, sus¬ 
picion and unteachableness, to seek with eager appetite some 
of the same mental pabulum. Objectors are generally materi¬ 
alists who do not even believe a man has any soul—saying 
“a man’s thought is as much a secretion of his brain as bile 
is of the liver”—though some are merely disgruntled patrons, 
embittered because the science cannot give them that high 
standing they claim to deserve. 

Our greatest inventor, Thomas A. Edison, says: “I never 
knew I had an inventive talent till Phrenology told me so; I 
was a stranger to myself until then.” 

“Our greatest horticulturist, Luther Burbank, says: “Study¬ 
ing the chart I saw that I was lacking in three faculties needed 
to make up a strong character, and began a rigid course of 
self-discipline to develop them.” 

Our greatest “Iron-master” and builder of libraries, An¬ 
drew Carnegie, says: “Not to know yourself phrenologically 
is sure to keep you standing on the bridge of sighs all your 
life”—unhappy because unsuccessful compared with the pos¬ 
sibilities from such talents when charted. 

Our greatest editor, Horace Greeley, gave his testimony by 
helping establish that Institute in New York which has 
trained hundreds to use their brains scientifically and power¬ 
fully, while also reading others like an open book. 

— 18 — 



HORACE GREELEY H. W. BEECHER 

Those four men won their great success with very little 
help from any schools—Edison virtually “kicked out” as an 
idiot when a very small boy—but all found in this self- 
analysis (called Phrenology then) an “alma mater” that 
proved of more value than any college diploma, though that 
course when regarded merely as mental discipline and stor¬ 
age of knowledge, is worth all it costs of time, expense and 
struggle. Why not secure both? 

Our greatest orator, Henry Ward Beecher, says: “Much 
that I am I owe to my knowledge of Phrenology. If a man 
wishes to know what he is made of—if he wishes a knowledge 
of human nature for definite practical purposes—there is 
no system like Phrenology to aid him in acquiring that knowl¬ 
edge. It has introduced mental philosophy to the common 
people—far more useful, practical and sensible than any 
other system.” 

Our greatest educator, Horace Mann, says: “Whoever 
disseminates true Phrenology is a public benefactor. I declare 
myself a hundred times more indebted to it than to all the 
metaphysical works I ever read. If I had only one dollar in 
the world, I would spend it with a good phrenologist learning 
what I ought to do.” 

Our greatest naturalist, Alfred Russel Wallace, says: “The 
Phrenologist has shown that he is able to read character like 
an open book, and to lay bare the hidden springs of conduct 
with an accuracy that the most intimate friends cannot ap¬ 
proach.” After many years of testing it he declared: “I 
am still a firm believer in Phrenology. In the coming century 
it will assuredly attain general acceptance and prove itself 
to be the true science of mind. Its practical uses (1) in edu¬ 
cation, (2) in self-discipline, (3) in reformatory treatment of 

— 19 — 











criminals, and (4) in the remedial treatment of the insane, 
will give it one of the highest places in the hierarchy of the 
sciences.” 

Oliver Wendell Holmes, the noted author, opposed it as a 
physician for years, but later felt he must honestly admit: 
“We owe Phrenology a great debt. It has melted the world‘s 
conscience in its crucible and cast it in a new mould. * * * 
Even if it had failed to demonstrate its system of corres¬ 
pondence, it has proved that there arc fixed relations between 
organization, mind and character.” 

The greatest statesman, Wm. E. Gladstone, says: “As an 
explanation of the powers of the mind and of human char¬ 
acter, I declare that the Phrenological system of mental phil¬ 
osophy is so much better than all other systems as the electric 
light is better than the tallow dip.” 

(Is it thinkable that all such men have been mistaken? 
The word “Phrenology” is retained in their testimony, though 
now we call it Psycho-analysis, Applied Psychology, Physiog¬ 
nomy, Human Engineering—anything to avoid the slander 
of “fortune-telling.”) 

The philosopher, Herbert Spencer, said: “Localization of 
function is the law of all organization. Different parts of the 
cerebrum must in some way subserve different kinds of 
mental action.” And Cuvier, the scientist, put it still broader: 
“Certain parts of the brain in all classes of animals are large 
or small according to certain qualities of those animals.” 

Endorsements could be quoted at great length from our 
greatest merchant, John Wanamaker, our greatest humorist, 
“Mark Twain,” from Russell Sage, P. D. Armour, Noah Porter, 
Joseph Cook, Amory Bradford, Lyman Abbott, Talmadge, 
Bryant, Lombroso—from everybody who has ever given the 
system any unprejudiced testing. 



Beware of low-brow—especially if broad between ears, and a 
“bull-neck.” Measure diameter with compasses. If more than 
6 % inches, look out. 


— 20 — 



TEMPERAMENT, SIZE, QUALITY, ETC. 

So far from depending upon nothing but “bumps” for 
reading character, this system first of all inquires into health, 
quality, education, etc., before deciding what occupation a 
man can best follow. " “Size, other thing being equal, indi¬ 
cates power.” A man may be a “cabbage head” and yet 
have a well formed skull—even Websterian in shape. Or 
he may have so weak lungs or heart or stomach as to forbid 
his undertaking the great mission in life for which he is 
well fitted by all mental talents. 

Then we must ask a few questions to decide his tempera¬ 
ment, or balance between brain and body. Is the man all 
brain and nerve? Or is he all muscle and bone? Or is he 
mostly stomach? The answer to these three questions decides 
his temperament. 

(a) If he is “all brain and nerve” he is of the Mental 
temperament—sits up all night to “grind” or “grub” for an 
idea, no matter whether he gets any breakfast, for if he did 
probably he couldn’t digest it! If he marries one so un¬ 
balanced, there will be chafing and disagreement, and if they 
have any children, they are likely to die young. Literary, 
musical, dramatic, artistic people have this temperament 
strong—often well balanced with one of the other two—giv¬ 
ing power of expression, professional standing, etc. 

(b) If he is “all bone and muscle,” he is of the Motor 
temperament, a man for action, not an office man—making 
a good surveyor, pioneer, lumber man, farmer, bridge-builder. 
He is too restless to make a patient student, but—like Lincoln 
—he will carry through great enterprises with little or no 
education, except what he can pick up for himself. Make a 
desk man of him, and he is likely to go to pieces and die 
young, in spite of his strength and because that is not fully 
employed. (One husky football coach did this—rejecting 
my warning.) 

(c) If he is “mostly stomach,” he is of the Vital or nutri¬ 
tive temperament—fleshy, indolent, often voluptuous and 
sensual. He makes a good hotel-keeper, but seldom is a 
hard worker. If both husband and wife have this tempera¬ 
ment strong, their children are likely to be greatly tempted 
to gross sensuality—probably becoming good hogs and little 
more. If this vital temperament is very deficient in the 
brain-worker or muscle-worker, he must labor painfully, at 
great disadvantage—badly handicapped by lack of vitality— 
with cheeks hollow like Lincoln’s. 

All these three temperaments must be possessed in some 
degree by everybody in order to live at all, and the more 
equally balanced the better. When any one of them is de¬ 
ficient, much may be done to increase it until there is a 
combination of the three in such proper proportions as to 
ensure health, happiness and success—mentality, vitality 
and muscularity all equal—a condition rarely seen but much 
admired. To avoid failure in life—possibly an early grave— 

— 21 — 


every boy or girl who can see that one of the three is weak, 
should steadily cultivate that temperament while restraining 
the other two or the one that is most excessive. 

MENTAL TEMPERAMENT: 

Cultivate by regular habits of study, reading “solid” books 
(not papers much), by writing for the press, lecturing, etc. 
Plan, think, meditate much (especially in solitude), memorize 
texts, poems, orations and recite them in public—always pre¬ 
pared for a speech in club or church or lodge-room. 

Restrain by limiting time given to such study, by taking 
more exercise—passive, like gentle and moderate horse-back 
riding, massage treatments, etc., if not able at first to work 
or play vigorous games. No planning after going to bed, and 
no hilarity or excitement near bed time. Learn to hypno¬ 
tize yourself off to sleep soon as head touches pillow—imi¬ 
tating slow breathing of deep sleep and refusing to think. 
No tea, coffee, or stimulants. (The Biochemic cell-salts 
induce sleep by feeding nerves—especially the phosphates; 
also natrum muriaticum.) 

MOTOR TEMPERAMENT: 

Cultivate by more strenuous games or physical labor, gym¬ 
nastics, long walks, rowing, swimming, hunting, etc. 

Restrain by holding still a little longer each time! Be 
content to remain in one home or business. Give many solid 
hours to study and reading, adopting a rigid program and 
following it strictly, priding yourself on increase of steady 
habits and unvarying methods. Refuse to be always a rover 
—a “rolling stone that gathers no moss.” Yet let not con¬ 
centration upon one task make you a slave, mulish, domineer¬ 
ing, driving others. Relax tension, stop scowling, wear rubber 
heels mentally, learn to glide, do things gently—do not seize 
a sledge-hammer to drive a tack! 

VITAL TEMPERAMENT: 

Cultivate by more sleep at night and short naps also after 
breakfast and the noon meal—not longer than 10 or 15 
minutes—by tempting the poor appetite to demand more 
food because of increasing skill and care in selection and prep¬ 
aration, by baths external and internal—flushing the bowels 
by fountain syringe with a gallon of water if possible once 
or twice each week, or even daily, if not too exhausting. 
Milk, custards, soups (best made of peanut butter, carrot and 
rice), but no pie or acid sauce with bread or cake. A few 
nuts well masticated better than meat, but only at meals. 
Mingle much in society, especially that of the opposite sex. 

Restrain by eating half as much as usual, allowing only 
15 minutes for each meal, and only one or two kinds at a 
meal. Use little or no sugar, fats or starchy food. Eat no 
candy or ice cream, and no morsel of anything except at 
regular meals—better cut down to two or even one meal a 
day. Reduce the hours for sleep and increase hours for 
physical labor—walking much and sitting little. Fat people 
should live chiefly on vegetables and fruit—omitting meat 

— 22 — 


HOW 


THE 

FAC §^ 

'<&s? 


% S*Zr 


x ^ e >^ c > c ? 

V U S>"cO^ 




and potato entirely—and should compel themselves to do 
some hard work every day. 

SIZE: 

“Size, other things being equal, indicates power.” Size of 
body and of brain must be carefully considered, and of 
every section of the brain. Learn to measure heads by tape 
and calipers (or compass) in every possible way—taking the 
opening of the ear as a starting point—and soon you will be 
able to estimate or guess diameters, etc., with accuracy. 

But let not mere size deceive you. A small man may do 
more work than a big one, because his muscles are “tense 
as steel”—nerves strong, activity and excitability great, and 
ambition eager—while the big man often has flabby muscles 
or too much fat to move easily or too little ambition and 
energy to care. So, too, a little brain may be active, more 
brilliant in performance than a large brain, chiefly because 

— 23 — 








of better balance and coordination between its different 
organs (not profound, but a “Johnny on the spot”) and be¬ 
cause of superior quality—the big brain being sometimes 
only a “pumpkin head,” “numbskull,” or “bonehead.” 

QUALITY, HEALTH, ETC. 

To decide what is the quality, consider the general activity 
and alterness and that indescribable “presence” or “sphere” 
or personal magnetism—the outflowing of life and influence 
that is instantly felt by animals as well as man. Also enquire 
very fully what training, experience and even what instruc¬ 
tion in schools has been enjoyed or can probably be secured. 
Quality is also shown by the general texture, fine or coarse 
skin and hair, delicate lines in face and hands, clearness and 
glow of eyes, richness of voice, etc. 

Activity—whether brain is alert and quick in receiving 
impressions and responding in prompt decisions, or slug¬ 
gish, indolent or too hazy and stupid for any effective service 
—this is indicated by even one simple gesture, by the ring in 
tone of voice, by flash of eye, general movements, sharpness 
of features, rapidity of speaking, etc. 

Good health is a basis for mental power, and where that 
is lacking all rules of health or hygienic methods must be 
studied and followed, or no great brain work is likely to be 
done. Drugs seldom restore health, especially when the simple 
rules of health are constantly broken—though the mild Home¬ 
opathic remedies are harmless and do often prove very 
effective, while the Biochemic or Tissue Salts put back into 
the blood the “workers” which are “off on a strike,” often 
curing diseases long considered hopeless. (A large book about 
this Biochemic System, 450 pages, in so plain language that 
any reader can understand and easily treat himself, will be 
ordered direct from its eastern publisher for $3, by the author 
of this book. A personal letter of advice on health will be 
written for $2, if conditions are given in detail with some 
account of present habits of eating, etc.) 

Health must always be taken into account as this basis for 
brain activity and power, and as modifying character or its 
manifestation. Learn to “take the pulse” and know what a 
healthy heart-beat is —soft, wirey, irregular, slow, etc., 
(about 70 in strong men, 75 or 80 in women and children.) 
Notice whether the white of the eyeball is tinged with yellow 
—indicating liver troubles—or bloodshot because of some 
congestion or inflamation in some part of the body. A luster¬ 
less eye proves a lack of phosphates in the blood. Look at 
the tongue and know that a white one means a liver clogged 
by coffee drinking and too much milk, fats, sugar or con¬ 
fectionery; a brown one means bile excessively secreted; a 
cracked one means varicose veins or piles and a general sag- 
ged-down feeling from lack of elastic tissue, etc. Pale lemon 
color in roof of mouth, well back, proves an acid condition 
of the system, likely to cause rheumatism, if not neutralized 
by alkaline drinks or a little soda—avoiding sweets also and 

— 24 — 


Here is an illustration that means much^to those 
Wh0 w ^ ld measure vitality and understand health. 



The facial lung pole is outward from the wings of the 
nose and indicated by a positive convexity. The di¬ 
gestive center is outward from the lips and indicated 
in the same way. A strong heart is indicated by a 
large, broad, projecting chin. 


vinegar and very acid fruits. Very hollow cheeks reveal a 
weak digestion, while a flush high up in the cheeks is seen 
in consumptives. A hollow chest or stooping position of 
course means lungs only half used, etc., etc. 

Enquire also what education has been received, or training 
in any occupation—before offering advice as to choice of 
life-work—for most men can expect some success in a great 
variety of pursuits, even though peculiarly adapted to only 
one. It is therefore seldom wise to pull a man away from a 
trade in which he is doing well—especially if he has a family 
or much invested in his business—unless it is certain that he 
could make a far greater success by a fresh start in life. 

FACIAL POLES 

“I believe in physiognomy, but I don’t believe in phrenol¬ 
ogy!” This exclamation is made by some one every time 
character reading is discussed. It simply shows the general 
ignorance of skull forms (craniology), and often betrays an 
equal ignorance of faces (faciology). The marks of character 
are so openly presented in faces that no concealment can be 
worded that will deceive a well-informed observer. Still no 
single feature should be relied upon to tell the whole story. 
Study and system are required to become a good faciologist, 
especially as no system for face-study or classification has 
yet been adopted that is half so complete and trustworthy 

— 25 — 







Parton, historian (No. 1); Evarts, senator (3); Wisweil, general (4); 
“George Elliot, author (6) ; Prof. Bush (8) ; Napier, general (9). 


as the method of skull-study. And clearest insight into char¬ 
acter is gained by combining the two—noting also every ges¬ 
ture, pose of head, attitude of body, tone of voice, look of 
eye, speed of speech or movement, vibration of skull when 
speaking, etc. 

Every thought-center in the brain is supposed to make some 
particular impression upon the countenance. Some of those 
points have been definitely located and named “facial poles.” 
A few plain examples will now be given that can easily be 
remembered and tested. 

The “stiff upper lip” and square jaw are built chiefly by 
firmness, and generally prove their owner very decided and 
independent—perhaps even obstinate or mulish when com¬ 
pulsion is attempted or any rules imposed. Lips that have 
their corners turned down give a bulldog look and indicate a 
bulldog character—suspicious, despondent, glum, on the de¬ 
fensive against everybody. When those outer corners turn 
up instead, there is innocent mirthfulness and hopefulness 
and anticipation. If under lip protrudes, in a slight but 
permanent pout, jealousy is declared. Full lips are produced 
by warm affections—the will and even intellect then overcome 
by impulse, as best seen in the negro. Nicely curved lips, 
showing a perfect “cupid’s bow,” are seen in artists and 
poets and even in children who are born with large ideality 
or love of beauty and perfection. 

Noses vary from the pug nose of a babe and of undeveloped 
older people to Roman style of the fighter, agitator, pioneer 
and such as have a strong “love of ruling.” The straight 
Greek nose means culture, intellect, a high plane of living. 
One that is broad at the base accompanies the commercial 
or banker’s mind, and is called Jewish. When broad at the 
wings instead, there is a foxy character. Draw profiles in 
your note book till types are fixed in mind. It is an easy, 
fascinating study, will quickly make you a good cartoonist. 

— 26 — 








Eyes that are round and open are innocent, pure, frank 
and charming by their full confidence in others. If narrow 
in opening of lids there may be more of fascination, but it is 
dangerous, possibly flirtatious and untrue. Add a firm pres¬ 
sure downward of upper lid and you have a cruel disposition. 

Cruelty is also strongly indicated by an upper row of teeth 
that shuts down .over the under set, though this may be mani¬ 
fest only in destructiveness, or merely in a very vigorous man¬ 
ner and method of putting through every task quickly and 
perhaps roughly. 

The chin that projects well to the front reveals a large 
cerebellum, which means strong desire for the opposite sex 
—also a strong and steady pulse. If the chin is deep in the 
perpendicular, tenacity of life is great, longevity far more 
than average. If a big dent is shown, there is great longing 
to be petted. If pointed instead, there is eagerness to pet 
and fondle a mate. The two kinds make “a good match.” 

Hollow cheeks of course show poor digestion and a flush 
higher up in the cheeks is a mark of weak lungs if not of in¬ 
cipient consumption. (The forehead can be better considered 
under craniology, though a very important part of the face.) 

Ears that stand out from the head generally mean that the 
bony protuberance called “mastoid process” is pushed well 
out by the organ of the brain called “vitativeness,” or clasp 
on life—the turtle “bump” of longevity—as the deep chin 
also shows. The “life line” is some help to determine this 
“expectation of life.” It is drawn from the outer corner of 
the eyebrow on a level to the “occipital spine,” or protuber¬ 
ance in the back of the skull. If it is an inch from that line 
down to the opening of the ear, the grip on life is strong, 
promising seventy years of life, and for every fourth of an 
inch lower an additional ten years may be predicted. 

— 27 — 




DECEITFUL EYE 


An eye like this will 
represent a character that 
is positively deceitful. 
Why not use your own 
eyes and not be deceived 
by such? 

PHYSICAL 



DECEITFUL 


MOUTH 

One with a mouth like 
this can be very agreeable 
and still have the most 
selfish ax to grind. 

MUSICAL 



MENTAL 




Just look for yourself. 


Ears high from opening, full and round at top, go with 
strong intellect and culture, while a long lower lobe shows 
vitality and sense-life strong. If the middle section of the 
car is broad and strong, there is a driving disposition (motor 
temperament), as is also true of the face—projecting and 
thus causing a convex contour in place of the straight profile 
of intellectuality and the concave tendency of vital tempera¬ 
ments. 

But craniology, or the study of shapes of skulls, has also 
been called Physiognomy, and that is a very good name, nearly 
half of the forty-two organs already discovered being shown 
in the forehead. But Physiognomy is so comprehensive a 
word as to include all out-of-doors, all nature, as well as 
human-nature—from Greek “physis,” nature (“phyo,” to 

— 28 — 


produce) and “gnome,” knowledge (“gignosko,” to know.) 
The new name, Psycho-analysis, (though by some largely nar¬ 
rowed to mean removal of sex-suppression and antagonism) 
is one that we hope cannot be stolen, nor perverted by super¬ 


stition. It it should be, then 
awhile—the nature of man. 



Ohiyesa, a Sioux Indian, graduate of Dart¬ 
mouth, now Dr. Chas. Eastman, author, 
lecturer. Boy Scout leader. By nature great 
observer, as all are with such distance from 
ear to eyebrow. 


physianthropy” might serve 



The Slave’s Story (Rogers). 

Garrison, Beecher, Whittier, sympa¬ 
thetic. (As this sculptor discovered 
his latent talent, so you may by this 
science). 


MAIN DIVISIONS OF THE BRAIN 

(Look often at diagrams as you read this chapter, and you 
will soon hold in memory such perfect proofs of the science 
that no objector can shake you from this foundation—for you 
will be constantly testing them on people of known peculi¬ 
arities.) 

1.—Reason or the Intellectual Group. 

“Highbrows” they are called who are intellectual, scholarly, 
proud perhaps of their mental attainments, oratorical powers, 
professional standing or honorary titles, and so needing the 
gentle ridicule of that name to keep them humble and 
useful. Its common use proves that all recognize that the 
forehead is the seat of the intellect , reason or mental power. 

All who study foreheads at all scientfically soon notice 
that there are three main types: slanting, bulging and cliff- 

— 29 — 








like. When cliff-like, all recognize a thinker, reasoner, phil¬ 
osopher—the true “highbrow”—meditative, perhaps absent- 
minded, and a mere theorist. 

The forehead that bulges in the center belongs to the babe 
or the historian—likely to be an honor student in college 
merely because of so perfect memory, though perhaps not 
working half so hard as others of lower rank. Such bril¬ 
liant scholars often fail in after life, largely for lack of 
that thorough mental discipline gained by the “dullards” who 
had to “grind” long and hard. 

The slanting forehead belongs to an idiot sometimes, but 
more frequently to a scientist, explorer or artist. Napoleon 
had a slanting forehead, not because he lacked brains, but 
because he had an additional visor full which gave him 
the practical, far-seeing powers he possessed—measuring 
14H inches across the frontal sinus or eyebrow from open¬ 
ing of ears, while average men measure 11*4. (See Dore, 
Agassiz and “Ohiyesa.”) 

2— Domestic Group. 

After a few weeks of such easy study of open foreheads, 
concentrate your attention upon the more hidden backheads 
—making your hand help your eye when permitted. Not 
“bumps” but radius is the basis of measurement, or distance 
from opening of ear outward in every direction, or rather 
from the medulla oblongata which is at center of base of 
brain, opposite opening of ears. You may burn this book 
as misleading and worthless, if you can find one case of man 
or woman with a head measuring as much from that point 
to center of backhead as to center of forehead (at eyebrow) 
who is not so domestic in affections and habits as to be noted 
in that respect. In other words you will soon know—not 
merely believe—that the love of home and wife and children 
is located in the back of the head. Every “good mixer,” 
club man, popular politician, magnetic lady’s man, “grandpa” 
to all the children, has a skull that extends well in the rear. 

3— Religion, or Religious Group. 

Next try topheads, drawing profiles of them to become 
accurate in estimating at a glance the radius from base. At 
the front, next above the intellectual group (or philosophical 
department), religion has its seat in the top of the head— 
philanthropy, reverence, faith and hope filling front half of 
top, with love of justice extending further back. All founders 
of religious systems and noted preachers—Wesley, Sweden¬ 
borg, Oberlin, Robinson, Lyman Abbott, Henry Drummond, 
Horace Mann, Henry George—have high topheads, giving nat¬ 
ural delight in prayer and meditation upon spiritual subjects. 
No artist would think of picturing our Lord Jesus without a 
high tophead. All thus admit “there’s something in the shape 
of skulls.” 

4— Ruler or Ruling Group. 

At the back part of the tophead is located the ruling 
group of organs—taking in also love of justice (conscien- 

— 30 — 




tiousness) which belongs equally with religious group. This 
organ may be exercised for self-discipline, or it may become 
censoriousness toward others, or even chief cause of riots 
and revolution—like elephants broken loose in a panic. The 
elephant was chosen anciently as the best symbol of justice— 
Solomon’s throne built of ivory. Firmness is the main power 
of this ruling group, a determination to conquer and con¬ 
trol—or at least to be so independent and “established” 
(like a balky mule) as never to be “bossed” by a husband or 
wife! 

The love of ruling over others is to be suppressed as the 
worst of evils, dwarfing and destroying any true character, 
but parents, teachers and officers of the law must rule. This 
power is greatly increased, if there is added to firmness and 
justice a strong dignity, self-poise or self-esteem (turkey). 
If that element is very strong, the man is a tyrant, obeyed 
but hated. If very weak then there must come in to take its 
place approbativeness (peacock vanity), or a desire for ap- 

— 31 — 








preciation and praise. But this help is very uncertain, often 
causing a foolish senstitiveness that leads to bitterness or 
ugliness in efforts to rule, because of imagined neglect or 
abuse. It leads also to an ambition for triumph from an 
ill-founded fear of being enslaved—especially frequent in 
marriage relations. 

Watch for heads with high crowns, and note the dignity, 
soldier-like erectness and tone of authority shown by their 
owner. Look for flatness at that point—often a hollow at 
middle of crown—and observe the humility, servility, or a 
manner that is meeching, dependent, toadying, apologetic, 
even henpecked. Such people often make undignified re¬ 
marks or perform some belittling trick just to “show off’’ 
their smartness. They generally talk about themselves in a 
boastful way, if not too bashful (as when among familiar 
friends), but are overcome by stage fright when attempting 
to address an audience—especially if caution is large. 

While strong ambition is desirable, it should not be for 
praise but for production. Foolish desire for approval makes 
many attempt dangerous and even impossible tasks, explora¬ 
tions, inventions—determined to do something nobody ever 
did before and so “get into the papers”—“astonishing the 
natives” with some spectacular “stunt.” (Like the young 
lady who recently stood on an overhanging edge of a preci¬ 
pice in Yosemite till her father took her photograph and then 
fell to her death.) 

Jealousy from this unreasoning sensitiveness is very com¬ 
mon. The peacock is very jealous toward its mate and little 
ones, even murderous, and so vain of its fine feathers that 
one glance down at his plain feet makes him wilt and droop 
in shame and mortification—imitated by many a human in 
silly chagrin over some defect or failure. 

5—Executiveness, or Executive Group. 

Lastly, consider the sidehead or executive group. This 
fifth division, right around the ears, is the dynamo of the 
brain, or rather the motor, furnishing energy, power, endur¬ 
ance to all other faculties. The diameter of an average 
man’s head at this point, right above the ears, is six inches. 
When it is six and a half inches or more—unless this “lion” 
is balanced by a large development of religious tophead— 
you have generally found a rough, sarcastic, cruel character— 
a “bruiser,” prize-fighter or admirer of fights and match 
games. 

A little higher up and back you easily locate caution, that 
thought-center which is slave-driver in most people. Fear, 
anxiety, worry, panic, suspicion all start here. When this 
organ is large, it not only becomes easily “rattled” or scared 
itself, but it generally influences ail other parts of the brain 
—quickly throwing all into a panic—especially that motor 
power below called either executiveness or destructiveness 
(lion) according as manifested in building up or tearing 
down. This unreasoning and tyranical fear is the chief 

— 32 — 



cause of nervousness, insomnia, hysterics, nervous prostra¬ 
tion, and many other diseases indirectly—largely by prevent¬ 
ing full, deep, calm breathing, especially when eating. Even 
a bull-dog bites because he is afraid! Remove all his fear 
and he is harmless as a poodle. 

It was the working together of these two organs that 
plunged the desperate Germans into starting the terrible 
World War—caution first so aroused and inflamed that the 
nation was in terror over the belief that the world was trying 
to crush them, next setting on fire all the ferocity of de¬ 
structiveness (the old hen cackling so furiously as to scare 
and craze the bull-dog, lion or tiger energy in base of brain). 

If they had listened to Dr. Gall 125 years before, instead 
of suppressing him, millions of lives and billions of property 
would have been saved, for he told them: “You bulge too 
much over your cars,” and was showing them how to train 
and rightly direct that energy. But “the world has always 
crucified its saviors.” So, too, most children feel an antago- 

— 33 — 





nism toward their parents who insist on wise guidance— 
porcupine quills set for defence! 

That same combination of half-insane faculties—fear and 
force—is also the cause of most quarrels between individuals. 
Thus clearly recognize the fountain-head of that bitter 
stream, and you make it easily possible to plug the fountain 
before it breaks forth into a deluge to sweep your little 
world. 

In this sidehead group must also be mentioned the organ 
of ingenuity, invention or constructivteness (beaver), above 
destructiveness but further forward. See it large in Edison, 
Marconi and many mechanics. This talent may be enlisted, 
through natural delight in building or making something, 
to help greatly in restraining or overcoming the tendency of 
most boys to smash and destroy things. All inventions come 
out of this part of the brain—“causality” (reason) helping, 
also good full perceptives or observing powers. 

OTHER IMPORTANT SUBDIVISIONS 

When these five groups or departments of the brain are 
once fixed in your mind by observing them often enough in 
those who have one. or two of them developed excessively, 
then you will be eager to find the location of all the leading 
or controlling organs in each of the five sections—Intellect¬ 
ual, Religious, Ruling, Domestic and Executive. For nobody 
can doubt this “localization of function,” or separate action 
of different parts of the brain, after any long examination 
or comparison of peculiar heads—especially if enquiry is 
made of their friends concerning such peculiar people. (Do 
not expect to find peculiar forms of skull in good average 
people, who have no peculiarities. A good full cranium that 
has no “hills and hollows” is the best shape, for it means a 
well-balanced brain—no great genius but capable in almost 
any capacity.) 

Tliis Executive Group contains also—just back of the 
“beaver” and above the “hog” (appetite)—the organ of ac¬ 
quisition or a desire to accumulate property (the ant), even 
if nothing more in childhood than collecting pretty shells 
and stones. Back of the “ant” and just above the “lion” is 
found the “fox,” the organ of reserve or concealment. If 
the skull bulges much here, there is sure to be slyness, de¬ 
ceitfulness, even lying—from sheer delight of “keeping peo¬ 
ple in the dark,” often with intention of surprising them 
later. But bragging or making excuses which amount to 
lying may come instead from a desire for approval and 
praise (approbativeness, or peacock vanity) combined with 
large caution—even when secretiveness itself is small. 

The Domestic Group, in the backhead, includes the passion 
for mating (rabbit), called “amativeness” in the old phreno¬ 
logical language. Next above that lowest organ is “conju¬ 
gality” (dove), or the desire for union with one mate exclu¬ 
sively, holding true to the marriage vow—located by “the 
great Mormon hollow” in some people, generally if divorced. 

— 34 — 



Many young men feel “rent in two” by conflicting desires. Why 
allow war within? Adopt regular program as your “peace 
treaty.” 


In center of baekhead is love of children (cow), and de¬ 
sire to caress them—often perverted to fondling a poodle 
dog!—and next higher up is found the love of home and 
country (horse)—often so strong that soldiers die of nothing 
but homesickness. 

Just above that, and first in the Ruling Group, is generally 
found something of a hollow running across the head—often 
quite deep. This proves a lack of concentration or “stick- 
to-it-iveness,” which causes roving or frequent changes of 
home or business and even of wives—deceived by the fool 
notion that “variety is the spice of life” even in holy wed¬ 
lock—causes that common and fatal inattention of parents to 
the commands they have given, so that children learn that 
they “don't mean anything!” Causes students to fail from 
uncontrolled restlessness of mind, and allowing easy inter¬ 
ruption of any program for real mental labor; causes in 
general, in those who make a failure of life, constant vacil¬ 
lation, indecision, procrastination, dilatoriness (always a little 
behind time), instability and unreliability—unless controlled 
by strong conscientiousness, firmness, etc. 

The industrious bee is the best symbol of this concentra¬ 
tion when well developed, and the butterfly flitting aimlessly 
represents it when deficient—illustrates the character of a 
man who has a big hollow there, unless he has learned to 
saddle his butterfly onto his mule, i. e., make his love of 
change submit to go only where his determination to follow 
a program permits. Of such roving minds James wrote. 
“The double-minded man is unstable in all his ways,” and 
the school boy—who lacked concentration—read it aloud in 

— 35 — 







class: “The double-minded man is under a stable all his 

days.” 

In this Ruling Group it is easy to measure relative devel¬ 
opment between dignity or self-reliance (turkey) and van¬ 
ity, approbativeness or desire for praise (peacock). Place 
your hand upon crown with three fingers pointing forward 
and slightly separated. If dignity is lacking (as usual), the 
middle finger will fall into a slight hollow—making with the 
butterfly-hollow, a T, bottom side up—so that all three fingers 
will be on a level. When dignity is full, it will raise the mid¬ 
dle finger higher than the other two, which are resting upon 
that peacock sensitiveness or desire for applause. 

In the Religious Group, “veneration” is always full in sin¬ 
cere lovers of prayer, and sometimes much too large, especi¬ 
ally in Catholics and Episcopalians of the “High Church” 
style (who dote on forms and ceremonies), as well as in 
fanatics and in founders of sects. 

If large in the irreligious, they are sure to be superstitious, 
hero-worshippers or mere toadies to some great personage. 
This organ occupies the highest or middle section of the 
group (between firmness and benevolence), while hope and 
spirituality buttress it on both sides, inspiring true reverence 
toward the Lord with a certainty in expectation of His con¬ 
stant Providence and with a clear vision of heaven and the 
final triumph of its principles on earth. 

Clairvoyance this might he called, if that word had not 
been degraded by a table-tipping spiritism that is a danger¬ 
ous and silly perversion of this Godlike power. Do not pry 
into the spiritual world with a crowbar, as it were, impudent 
but puny, and find out at last that you were merely cheated by 
so-called spirits of great men—the whole thing a shrewd lie 
and farce, yet perhaps a tragedy for you. But do hold your 
mind teachable and open to the inflow of all spiritual ideas, 
coming clearest of all during a reverent study of God’s 
Word. (Read Swedenborg’s “Heaven and Hell”—best phi¬ 
losophy of spiritism.) 

“Benevolence,” located next in front of Veneration, is the 
organ of kindness, generosity, philanthropy, magnanimity 
or sympathy—the good Samaritan. When large it makes a 
man eagerly interested in all that concerns the welfare and 
happiness of humanity, makes him feel like a good grand¬ 
father toward everybody—helping large domestic organs 
produce a soft, rich, mellow tone of voice. When excess¬ 
ively developed, it causes the spending of money faster than 
it can be earned—perhaps giving it to unworthy people or 
schemes—or making foolish sacrifices of time, labor and 
health to give children a “college education”—which may 
prove to be mostly games and of doubtful value to many of 
them—gaining reputation for being “very indulgent par¬ 
ents.” 

Next in front of Benevolence, in center of upper part of 
forehead (belonging also with intellectual group) is “human 

— 36 — 



Take predominating Benevolence and it will have 
enough influence over the other faculties to write as you 
see in the figure. Compare with the signatures of Lin¬ 
coln and Longfellow, two truly benevolent men. 



When Acquisitiveness is predominant you do not see 
so much generous use of space nor the smooth, drooping 
curve of kindness. Acquisitiveness likes to economize 
space as well as property. 


Cautiousness is careful. It will be more careful in cros¬ 
sing its t’s and dotting its i’s. It helps to make legi- 
bilitv. 



Anybody who writes this way is subject to flattery. 
Remember that Approbativeness is the center of flattery. 
It is the only faculty that likes it. 


nature,” intuition, or tact —sometimes quite a welt, perpen¬ 
dicular and prominent, and always proof of “intuitive talent” 
for reading character at a glance. It not only gives quick 
perception of good and bad qualities of character, but also 
power to easily form a sympathetic union with an audience, 
and a wonderful “magnetic” influence over everybody. 
Strangely this welcome persuasive power is commonly not 
half used, because force is allowed to get in its work first 
and thus spoil this gentle leadership—combativeness, etc., 
trying in vain to compel, when a word of this tactful and 
loving persuasion would have succeeded. 



BALANCING UP BRAINS 

This reconstruction is half accomplished the moment this 
analysis is accepted as presenting clear distinctions between 
different organs of the brain, together with some understand¬ 
ing of their diverse functions and powers, and their depend¬ 
ence upon other organs or opposition to them. Not that the 
brain is so quickly rebuilt, for that is a long process and 
never more than partially accomplished, but the changes in 
character, conduct, ability, success, etc., are so easily made 
as to be a practical reconstruction—really only a readjust¬ 
ment, the awakening of dormant organs and setting them at 
work vigorously, while suppressing those that were “running 
away with you,” causing failure and unhappiness and dis¬ 
agreements. 

Every man, woman and child—if they have any ideals, or 
desire to develop a well-balanced character—should first con¬ 
sider and decide what organs of the brain (or faculties of the 
mind) are too weak to attain highest culture and success, 
and what are too strong, seeking (instead of shunning) criti¬ 
cism and advice from other students of Human Nature in 
reaching that decision—scientific measurement needed for 
best self-development. 

When this self-analysis has been made—an honest “taking 
account of stock”—then of course the weak organs of the 
brain must be constantly strengthened by appropriate exer¬ 
cise (as weak muscles are), while the over-active must be 
curbed, used less and less—guided, trained and perhaps sup¬ 
pressed by wise methods, especially by cultivating the oppo¬ 
site, as already suggested. All organs work in harmony with 
the others whose functions are similar, strengthening or 
modifying their action. 

Or they “pull against” others whose work is different or 
antagonistic, and thus weaken or hinder their successful oper¬ 
ation. Some people wonder why it is that they are subject to 
moods and impulses of such opposite character—at one hour 
feeling ugly, despondent, perhaps ready to commit suicide 
or murder, and next moment all kindness, affection and cour¬ 
age. (Read “Dr. Jekyll and Mr. Hyde.”) It is because they 
are unbalanced and have never learned to master their differ¬ 
ent faculties—their mental “menagerie” on a rampage, and 
in uproar every day, because never trained as individual pro¬ 
clivities. Yet anybody can decide resolutely to become an 
actor for an hour —as test of the method here proposed— 
imitating the character they wish in their calm hours that 
they could be always. Such effort repeated often enough 
gradually becomes their permanent character, strong and 
unyielding to any outside temptation or inside whim or sud¬ 
den tempest of feeling. Socrates, Luther Burbank and many 
others have testified that this was their method, their secret 
of success. 

For example, in the intellectual lobe of the brain (the 
forehead) “causality” or reason (together with meditative 

— 38 — 



This is aviation age. Every live boy has this balloon in his 
head, “Aspiration”— generally tied down by love of money, 
lv. of eating, lv. of mere physical existence (wildman), lv. of 
sex—impure (cupid). This self-analysis cuts these ropes, sets 
you free to rise and attain your true ideal. 

You can travel from lowest plane of your brain to highest 
without any ticket: S. L. (counterfeit love), Milwaukee (beer 
drinking), Chicago (pig-sticking and money-grabbing), Pitts¬ 
burgh (manufacturing), Boston (culture). 


“comparison”), which promotes and delights in philosophy 
and discussion of truth, may so overbalance other faculties 
as to make a man a mere theorist, whose pel notions have no 
practical basis—absent-minded perhaps, and scarcely recog¬ 
nizing his own wife on the street. 

On the other hand, in other men, the lower part of fore¬ 
head—scilentific or observing powers—may be so strong that 
all of life is given to study of facts (perhaps only one kind 
of bugs!) to the blind neglect of their spiritual meaning or 
correspondence to similar qualities or impulses in man— 
careless even of the wise and helpful application of those 
facts to practical problems. This exclusive attention to facts 
causes a materialism which keeps men grovelling on a plane 
of living almost as low as that of animals—mere sense-life 
uppermost, “standing on their heads” spiritually! Man’s 
reason was given him, instead of the enslaving instinct of the 
beasts, for the purpose of progress—“improvability the 
chief difference between men and animals.” 

If science is your goddess, add philosophy, and then add 
religion, or you will remain a case of “arrested development.” 
But if you are more inclined to reason, meditate and argue, 
than to look, examine and investigate, then always ask if you 
have sufficient facts on which to base your theories. And if 

— 39 — 




obliged to admit your observing powers are weak, then go to 
looking constantly, especially when out walking, and thus 
refuse to meditate until you have sufficient “grist to grind.” 
(Read Swedenborg’s “Divine Love and Wisdom” for a clear 
view of the Discreet Degrees between physical, mental anrl 
spiritual planes of living.) 

Another set of faculties are very often out of balance. 
Sometimes it is necessary to say bluntly and briefly: “Your 
swear bump is bigger than your prayer bump!”—the execu¬ 
tive group far stronger than the religious group. If that is 
your case, you should begin at once to restrain destructive¬ 
ness (lion) or excess of force in words as well as in all acts, 
and see how gentle and quiet and cultured you can become, 
even in softening the tone of voice or in shutting a door. 
Cultivate all religious powers by going to church regularly, 
reading the Bible and praying earnestly, till you come to en¬ 
joy that highest exercise of the mind—not begging material 
blessings, but holding fellowship with your Creator. Swear¬ 
ing is a wicked waste of steam needed for work—often con¬ 
sidered by his hearers full proof that a man “does not be¬ 
lieve it himself!” Let your hoe do your swearing for you. 

Many other such contrasting pairs or couplets could be 
described to fill pages, but if you are really determined to 
balance up your brain you can yourself at your leisure think 
out fully and honestly where you stand as to: Dignity vs. 
Vanity, Generosity vs. Greediness, Concentration vs. Versa¬ 
tility, Reserve vs. Bluntness, Faithfulness vs. Flightiness 
(monkey pranks), Conscientious attention to details in study 
or business vs. “That’s good enough!” or “Who’ll ever 
know?” 

But consider now 7 one other illustration of this method of 
comparing good qualities with opposite weaknesses or evils— 
a vitally important subject and never offensive except to 
those who greatly need such discussion: Genuine Love vs. 
Counterfeit Love (or lust). True love seeks happiness in 
making another happy—forgetting self, never saying: “I’ll 
do this, if you’ll do that.” 

It is not genuine love till it concentrates its attention upon 
only one of the opposite sex, though then all the more broth¬ 
erly (or sisterly) toward all. If this desire or passion is 
counterfeit, it may degrade a man below the beasts—imagi¬ 
nation and longing allowed to run riot and so inflame and 
craze the cerebellum (or little back brain) as to drive some 
men to murder and suicide, drive every such man to hate 
religion and all moral restraints. 

There is no such thing as “Free Love.” If “variety is the 
spice of life” in some things, in sex relations variety is not 
spice, unless it may be called embalming spices or fluid— 
preserving a moral mummy or mere shell of a man from 
which all tine manhood has disappeared. In marriage, the 
desire for more than one mate is not merely beastly and 
dehumanizing. It is devilish and destructive, causing a hell 

— 40 — 



another picture of a dangerous man 
immoral and sensual lines. 


upon earth—the lawless craving never satisfied and that is 
the torment of hell! No Christian can advocate polygamy or 
easy divorcing and remarrying which is “consecutive polyg¬ 
amy.” 

The organs of sex are naturally pure and sacred, only their 
perversion or abuse causing shame and misery and early 
death. They should be reverenced, consecrated to the Lord, 
and always kept clean and cool—cold bathing always prompt¬ 
ly applied if necessary to allay any fever that the mind has 
failed to check and control. Clogged bowels are generally 
chief cause of such feverish passion (mistaken for strong 
love), and all boys as well as men should always have a free 
passage from bowels before going to bed, even if a syringe 
must be used. 

True marriage is a full union of mind and soul, and only 
as this is desired can there be any purity in physical union— 
or any permanent satisfaction. “Physical necessity” is the 
excuse for licentiousness, of such as eat and drink to excess 
or of wrong articles, such as stimulants and spices and flesh 
food—often at banquets or at late and hearty suppers. Eat 
no meat—a very few nuts give more real strength—use very 
little sugar or pepper and no mustard, drink no tea, coffee, 
cocoa or beverages containing alcohol or any stimulating 
mixture—then you will have little trouble to control your 
passions. Then you can keep yourself pure and strong to 
become father of children superior to yourself, “improving 
the stock,” obeying the command: “Be fruitful and multiply 
and replenish the earth!” 

Every young man should read (in mythology) that Greek 
parable of Perseus and Andromeda, understanding that they 


— 41 — 




must imitate Perseus in his long journey to slay Medusa 
(lust)—the woman whose hair was all snakes!—before they 
can be able to protect or even choose a true conjugal mate. 
The affections are of more importance than the intellect, and 
if they are not properly trained and regulated, there can be 
no real happiness or success—even if divorce does not result. 
Fox, hog and serpent qualities in a man may so combine as 
to make him rich, but he is miserable unless he has a happy 
home, where full confidence reigns, and where each is blest 
in living for the mate—and for the children they are eager 
to welcome. 

CULTIVATION OR RESTRAINT 

Some important points must now be repeated—for young 
readers or those who may read only this section. 

The chief object of this book is to help “reconstruct” un¬ 
balanced brains by development of weak organs and retire¬ 
ment of the strong—at least from ruinous tyranny over the 
organs—and thus prevent sickness, insanity, suicide and all 
crimes, as well as failures in school, business and married 
life. Here is the practical benefit of Human Engineering. 
Plain, simple rules, like the following (or better ones that 
you may originate) will work wonders in transforming a weak 
or disagreeable character, provided they are steadily obeyed. 

When once decided by careful investigation of your facul¬ 
ties—made by a scientific measurement of the organs, with 
chart written out in full analysis by an honest professional 
examiner, if possible to find one within a thousand miles— 
decided which are too weak and which are too strong (per¬ 
haps likely to “run away with you”), then further practical 
and effective methods for the cultivation which you need, or 
the restraint any one of them needs, may suggest themselves, 
in addition to the balancing already outlined—especially by 
regular and increasing exercise of those organs that at first 
rebel, and are determined to stay in stupid sleep or disuse. 

By steady refusal to allow any impetuous impulse to rule 
or ruin your life, its fury and fever will be cooled in time. 
Looking at each propensity as an obstinate servant, or wild 
animal in you that merely needs a calm but firm training— 
not your real self—that view or discovery is of itself a truth 
that almost makes you free from any wrong habit. Read how 
Demosthenes became so great an orator by self-compulsion. 
Think of your brain as a set of wonderful and complicated 
thought-muscles , and give the weak ones special gymnastics 
daily till those are strong as the rest. This self-discipline is 
easy and very satisfying when once you get a good start, de¬ 
termined to “have dominion” over your inner world. 

That is what “Firmness” (mule) is for, to compel yourself 
to do the right thing always—not to compel others or to be 
obstinate toward your teacher, parents, wife or anybody who 
is kind enough to offer good advice. When you have a heavy 
load to pull, do not hitch up your butterfly; hitch up your 
mule—when a lesson or book is hard or dry. 

“Divide and conquer!” Learn to think and say: “My,” 

— 42 — 



not “I,” “I,” “I.” Never allow a single propensity to become 
such a tyrant as to control you like a slave. When you stop 
saying: “I feel”—or “I want”—and form a habit of think¬ 
ing and saying instead: “My monkey”—“My dog”—“My 
peacock”—“My elephant wants to make me do this or that, 
but I think I can control him!”—then you begin to “Have 
dominion over the fish of the sea” (cold-blooded impulses, 
ravenous and cruel, plunging into forbidden “investigations”), 
‘and over the birds of the heavens” (imagination and aspira¬ 
tion), “And over every living thing that moveth upon the 
earth” (affections, useful or destructive). Then you are 
master, ruler of your little inside world (the microcosm), a 
well balanced man, a rare and wonderful success in life— 
whether you have much or little health or wealth or education 
of the schools. 

After once establishing such a habit of strict “military dis¬ 
cipline” over all your mental forces, it becomes a delight to 
command every one of them for producing any desirable 
results—for example, making an effective address, though 
never facing an audience before—as easy as it is to “touch the 
right button” in a factory to switch on either light or power. 

Study now at greater length a few examples, as models for 
adjustment or balancing up your own faculties that are out 
of harmony with each other (though your needs may be 
entirely different)—tuning up the mental harp of 84 strings 
to remove all discords and thus enjoy life as one grand song! 
“My life flows on in endless song, Above earth’s lamentation; 
I catch the sweet though far-off strain, That hails a new 
Creation!” 

1. Cultivation or Restraint of Force. (See the lion in 
diagram for location of energy or power in the brain.) 

— 43 — 


Some weak or cow'ardly boys are benefited by putting on 
boxing gloves, or by killing gophers, rats, even flies—thus 
increasing their love of destroying, which means greater en¬ 
ergy for doing good later—but most boys need instead to 
learn gentleness, and some girls as well. Teach them how to 
shut a door quickly but without any bang, to get up stairs 
without rasping feet full length across each step, to speak in 
calm, quiet tones of refinement, not scream as at a tire nor 
with high pitch because excited, yet always so distinctly as 
never to leave a word misunderstood. Draw blood away from 
base of brain, when putting angry child to bed, by exciting 
benevolence, etc.—telling some pathetic story to arouse sym¬ 
pathy. 

Some “powerful singers” mistake noise for music, largely 
because never taught when children to form the sweet, rich, 
mellow tones of affection. Such singers are mentally lazy 
and have rough disagreeable voices because it is easier to 
“turn on” the base of the brain, instead of exercising the 
higher organs of reverence, friendship, benevolence, etc. 
Their “saw-filing” tones not only torture sensitive ears of 
artistic people, but also drown all kindlier voices—discourag¬ 
ing attempts of people near them to join in congregational 
singing. 

If singers (and all speakers) would be honest and thought¬ 
ful or self-critical enough to compare their tones with others 
—determined to succeed as was Demosthenes when he prac¬ 
ticed his orations with mouth full of pebbles—they would 
discover that soft, rich voices can be produced only by loving 
natures, and would begin a radical reconstruction of their 
brawling brain! (Voice and features are much alike in this. 
Women can paint onto their cheeks an artificial beauty 
which may fascinate because it deceives some, but by culti¬ 
vating a genuine love for others they would make that love 
so shine through the homeliest features as to make all men 
adore them and long to be always in their presence.) 

Sweet, touching, uplifting songs prove the exercise of 
strong affections—kindness, sympathy, encouragement, help¬ 
fulness. Harsh, grating, repulsive sounds prove destructive¬ 
ness to be master of the man, and probably making him 
eager to become master over others—merely “the lion” roar¬ 
ing, or possibly your anger proving that it is only a donkey 
braying! Therefore set to vibrating in your own mind 
brotherly interest in others—even grandmotherly kindness— 
if you wish to move their hearts, persuade to better living, or 
even make yourself a welcome guest in their homes. 

Many people seize a sledge-hammer to drive a tack! They 
use far greater force than necessary in every undertaking, 
especially in discussion or in any effort to urge others into 
some scheme—ignorantly failing to employ tact, sympathy, 
or sincere friendship which would arouse instant co-opera¬ 
tion. Genuine persuasion succeeds where strongest argu¬ 
ments would only produce opposition. 

— 44 — 



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— 45 




























2. Cultivation or Restraint ol* Mirth. 

Another illustration may be seen in right or wrong use of 
mirthfulness, wit, joking or “fun”—the monkey element of 
character. Though needed especially by public speakers to 
give “pith and point” and prevent dryness in an address, yet 
this faculty is only a tyrant when it makes a man or even a 
boy devoted to enjoyment of pure fun, or to its production 
for mere amusement of other people. 

That is the same as a love for sweet is abused by the use 
of sugar and syrups and jellies, when that craving—“the 
sweet tooth”—was created to cause intense relish for the deli¬ 
cate flavors of fruit, vegetables and grains which are com¬ 
monly smothered and hidden under a load of sugar. Mirth 
is intended to give even in ordinary conversation a quaint¬ 
ness, wittiness, originality or juiciness which is delightfully 
refreshing and eagerly welcomed. 

But the use of slang is no proof of originality, except in 
its inventor. Imitators are mere parrots, pert but poverty- 
stricken as to language, possessing very poor vocabulary and 
mentally too lazy to choose appropriate words to express 
their thoughts—though perhaps to be pitied and excused be¬ 
cause they do no thinking! 

Keep your “monkey” on a chain, or he may do great 
damage, making you turn even serious and sacred things 
into irreverent and ridiculous jokes, causing you to do and 
say very undignified things—perhaps indulge in “practical 
joking,” reckless hazing or such sharp thrusts at your wife 
as will drive her into divorce to escape “mental cruelty.” 
“Never joke your wife!” Wedlock is a relation too holy and 
tender and intimate for any trifling or rudeness or banter¬ 
ing. Tell her frankly but gently what changes in her you 
would like, and then respect her freedom to yield or refuse— 
for love is killed by any compulsion. 

Hilarity is often mistaken for hopefulness. The greatest 
funmaker, the clown of the party, is often the most despond¬ 
ent alone, and a surly bear in his own home—requiring 
excitement in a crowd to arouse his stupid mind. Be always 
cheerful, but never hilarious or convulsed with laughter. Do 
not allow your monkey to keep you from evolution into a 
noble, thoughtful, dignified man—wise, studious, steady 
manhood, worthy the respect, confidence and love of wife 
and friends. “When I became a man, I put away childish 
things.” Play with child? Yes, but as his “pony.” 

3—Cultivation or Restraint of Conscience. 

Your “elephant” or love of justice, needs a different sort 
of training, but equally constant and more severe. If weak, 
you are not a “man of your word.” You will promise what 
you have little ability to perform. You will do very poor 
work, slighting it because you “don’t care,” not being yet in 
“the law of service” as your religion. You will be tempted 
to lie and cheat—perhaps even to break all the Ten Com¬ 
mandments, just to show how smart you are. “I don’t have 

— 46 — 



[Weak Conscientiousness shown in h ead and e yes. 

Gustave Kindt. Hiram C. (till, who was elected 

Mayor of Seattle in .1910, recalled 

Burglar and Tool-maker j to priva<e iife in 1011 • autl defeated 

jnarrowly for redaction in 1912.. 

You can prove the truthfulness of the above by using 
your own eyes and minds. 


to!” will be your insolence toward law, your reply to any 
rules declared or regulations printed or hung up to keep you 
from vandalism or hoodlum acts—like writing your name in 
public places, whittling benches, trying to scare school chil¬ 
dren with your dog or auto, riding bicycle on sidewalk or 
letting dogs or hens run onto your neighbor’s garden or 
flower beds—even planting forest trees next to lot line. 

If your elephant is strong, then such “monkey business” 
will be checked. If that conscientious faculty—that ele¬ 
phantine love of right—is too strong or uncontrolled, you 
will be “very sensitive” (often resenting imaginary injus¬ 
tice), will be critical, censorious and exacting toward others— 
especially children and servants—always finding fault, per¬ 
haps even ready to join some frenzied mob! For a mob is 
only a breaking loose of the “elephants” in human nature. 

— 47 — 








Always do the right thing, then, regardless of wrong actions 
of others, even if they are injuring you. On the one hand, 
do not let your elephant “get on a tear,” or snort with indig¬ 
nation because you want to “tear others to pieces” for failure 
to do what you think right and best. Perhaps they are doing 
the best they know how, or have strength of mind or body to 
enable them to do. Be magnanimous toward all, giving them 
“the benefit of the doubt.” Be sure you are not the old 
tyrant, Procrustes, stretching everybody to fit your “iron bed¬ 
stead,” or chopping them off by your envy and jealousy 
when you find them bigger than your own giant’s standard. 

Full justice is seldom granted to others when it requires 
any self-sacrifice or even any discomfort or inconveniece. 
“Have salt in yourselves and be at peace one with another” 
(Mark 9:50), expanded into our U. S. wording: Hold such 
eager desire to unite conduct with knowledge (as salt emul¬ 
sifies oil and water) that all quarrels and wars will cease— 
everybody being ready to arbitrate or even endure wrongs 
rather than fight. 

Most people who are generous enough with gifts of money, 
food, etc., are still very selfish when it comes to yielding 
anything of their will or determination to do as they please. 
A woman—sometimes a moth-ball nuisance!—will keep her 
big hat on in hall or church, regardless of discomfort to the 
man who sits behind her! She will throw open her window 
in a car, even if people in next seat are coughing. She must 
have her “delightfully cool breeze,” even if it brings pneu¬ 
monia to others. 

On the other hand, in church a man will close a window 
rather than change his seat to escape draft—while others are 
almost fainting for lack of ventilation. He will puff tobacco 
smoke into face of all in an elevator, when he is so “polite” 
that he removes his hat. We all “sit in the seat of the scorn¬ 
ful” at times, ridiculing preferences of others when they 
interfere with our freedom—especially when some “long¬ 
hair” objects to smoke in the air he must breathe. 

On the other hand, do not allow your “abnormal conscien¬ 
tiousness” to condemn yourself so unmercifully for your 
failures as to make you give up “all discouraged.” Self- 
condemnation is often “barking up the wrong tree,” or plac¬ 
ing blame where it does not belong. Regret for failure or 
even sin is proof that your real character is not revealed by 
one wrong act, nor yet bv a habit you loathe. Therefore 
you may properly say: “My bulldog (or my serpent or my 
monkey) was too smart for me that time, but he shall not 
master me again!” 

Or you may even say: “The devil got me on the hip for 
once, but I’ll beat him at his own tricks next time! I will 
make him my servant hereafter by using his first suggestion 
of doubt or sin as a prompting to prayer, and to just the 
opposite kind of action and meditation proposed in the temp¬ 
tation.” Every evil has an opposite good, just as every coun- 

— 48 — 



Conscientiousness. Conscientiousness 

RELIABILITY. 

Most people have a good square top-head (over ears). If yours is 
roof-shaped, better train for Lincoln’s strict integrity. 

If ear-opening is an inch below level of line from eyebrow to “nub” 
at back of head, “expectation of life” is 70 years—10 more for each added 
fourth inch. 

terfeit dollar is proof that there is an honest one somewhere. 
It is only a step from an earthly “hell” to a heaven on earth, 
nor is it so difficult to take that step as some think—ignor¬ 
ance of this mental analysis keeping them bound as slaves 
to one propensity. 


— 49 — 














4—Cultivation or Restraint of Caution (the “old hen”— 
easily “rattled”). 

Nobody is ever “all discouraged,” though many a man is 
self-deceived into the belief that he is, and thus driven to 
commit suicide or some other crime—like one man whose 
pastor put me on his trail too late, and who turned in a false 
alarm of fire, and shot two firemen, also his wife and baby, 
and then himself. 

There is only one organ of the brain that can ever get dis¬ 
couraged—“Caution” (fear, anxiety, worry, doubt, despond¬ 
ency, suspicion)—while all the other 41 organs are always 
happy as a May morning, unless scared into a panic by the 
cackle of that one “old hen.” Why permit any one tyrant 
to usurp authority? The Great World War started there— 
in suspicion and fear. The Germans said: “The world is 
trying to crush us! But we will not be crushed. ‘Might 
makes right.’ We have the will to power. We will let loose 
the dogs of war!” 

Then they tore down through Belgium because of unbal¬ 
anced brains, foolish fear making them desperate—the “old 
hen” arousing the bulldog in them (the lion or tiger ele¬ 
ment) and causing a loss of millions of lives and billions of 
property, while the suffering must last yet for many years 
in heavy debts and in enfeebled descendants. 

If they had listened to Dr. Gall 125 years before, when he 
was telling them: “You bulge too much over your ears!”— 
and tried to follow his practical method for restraint of those 
excessive developments, then this terrible destruction would 
never have blasted civilization. Ah! more, if they had heeded 
a greater than he, even our Lord Jesus, in that important 
command: “Have salt in yourselves, and be at peace one 

with another”—salt being a symbol of desire for exact truth, 
eagerness even to submit to arbitration at any cost, in devo¬ 
tion to what is just and right. 

Calm that paralyzing fear, that distressing anxiety, that 
morbid melancholy, that incipient insanity. “Take no 
thought for the morrow”—no vacillating planning—and your 
digestion and sleep will improve, your days will be pro¬ 
longed, your friends multiplied, your success doubled, your 
influence over all increased—even over the other man’s 
“bulldog,” for he bites only when suspicious of injury in¬ 
tended him or his friends. Read Swedenborg’s strong book 
on “Divine Providence”—in all large public libraries. It is 
no more difficult to believe “your hairs are all numbered,” 
and that “not a sparrow falls” without attention and care of 
the Infinite Father than it is to put your faith in fate and 
luck and chances. Of course there are a few reckless people 
who need to cultivate caution, at least till it is strong enough 
to make them stop when driving an auto across railroad 
tracks, or to keep them from becoming “plungers” as specu¬ 
lators. But ninety-nine need to restrain where one needs to 
cultivate cautiousness. 


— 50 — 



FEAR OF 
RIDICULE. 
FAILURE 
.CRITICISM 
AND 
PUBLIC 
OPINION 


FEAR OF 
INJURY. DISEASE 
AND DEATH TO 
SELF. KINDRED 
AND FRIENDS 

wsw-arEzxrwms 

f/ffmra of 
SELF- fi£UWCF 



But how overcome this common habit of worrying and 
fretting? Why, just as you would conquer any other sinful 
habit—for this is as much a sin as any passion or appetite 
can cause—by thrusting out of the mind the first alarming 
suggestion that will introduce anxiety, fear or hopeless gloom, 
and then by going to thinking vigorously about something 
pleasant and useful to others—and doing something for them 
also, unless too feeble to move. Even then, perhaps you 
could write a helpful letter, or offer a prayer for somebody. 
No man ever committed suicide just after he had been 
“doing a good turn’ 1 ’—especially if it was some little child. 

For discontent and worry is merely one manifestation of 
selfishness, and therefore needs rebuke, not sympathy. The 
same is true of most grief and mourning—ostentatious even 
when quiet—for, if shown at all, it is saying: “Look at me! 
See how I am suffering!” Better sing the hymn, “Go bury 
thy sorrow.” It is just as wicked to be ruled by the “blue 
devil” of worry as by the “red devil” of greed or lust. Yet 
many a so-called Christian is not ruled by Jesus Christ, but 
by that devil of fear—“enjoying religion” which is only a 

— 51 — 


kind of life insurance policy for “what may come after 
death,” nothing but desperation to escape a punishment 
already self-inflicted at the moment every sin was commit¬ 
ted—mere credulity for a mistaken creed which contradicts 
the repeated commands of Jesus: “If ye love me, keep my 
commandments.” 

But do not try to stop planning and worry ing on a sleep¬ 
less bed by fighting the habit in a nervous tension of mind, 
for you are more likely to work yourself into a frenzied fever. 
Don’t get to joking and romping at bed-time, and jump into 
bed alert and perhaps still talking—trying to hold up the 
bed, instead of letting it hold you—but go quietly, slowly, 
every muscle and nerve relaxed, saying to yourself: “With 
Thee is the fountain of life,” or “Behold, He giveth His 
beloved in sleep”—giveth moral and spiritual reconstruc¬ 
tion to the teachable and trustful, even more than physical 
restoration. You may really “go to heaven” every night, by 
holding your mind placid and receptive, for thus you will 
calmly “die daily” (1 Cor. 15:31) and the last closing of the 
eyes will mean only a welcome sleep—all terror overcome 
long before—will mean breaking out of this shell (our phy¬ 
sical body wherein we are merely embryonic, like an un¬ 
hatched bird) into that “larger life”—a promotion from 
earth’s primary school into heaven’s university. 

Selfishness disappears to that extent we can recognize that 
life is not self-originated, that we are only receptacles of the 
Lord’s life, as the water pipe receives constantly from the 
reservoir—yielding our members as instruments of right¬ 
eousness unto God, and every faculty of the mind (Rom. 6). 
And with that vanishing selfness goes also this paralyzing 
fear. “Perfect love casteth out fear.” If we really love the 
Lord, we shall be so “married” to Him in His loving work 
for the good of everybody that we shall have no moment left 
for anxiety or despondency—nor for suspicion, anger or 
desire to compel others to adopt our opinions or methods. 

Men who scornfully reject religion, and even boys who 
have been ridiculed into being ashamed to be called “good 
boys” generally cherish in place of religion some form of 
superstition—belief in luck or “fortune-telling”—which is 
a practical admission that, “There is a Divinity that shapes 
our ends, Rough hew them how we will.” 

It calms the worried mind most wonderfully, and even 
cures many diseases miraculously (as I have seen it), to read 
the Bible prayerfully (if the praying is not merely scared 
begging)—especially when concordance or index is used to 
find texts containing the words: Hope, Trust, Care, Wait, 
etc. 

Learn to “breathe easier” mentally—and also physically. 
Form a habit of regular and deep filling of the lungs when 
eating, writing, or studying, as well as when physical labor 
compels it—imitating an ox pulling a load, not holding your 
breath and gritting your teeth only to fall exhausted after 
any brief strain. 


52 — 



frightful dreams. They spring from a very active con¬ 
dition of Cautiousness. One gets into all kinds of dan¬ 
gers while asleep when this faculty is very large. 

V 

An extra bath has often cooled the temper quickly (in¬ 
flamed by fear or disappointment) and prevented a quarrel 
or cruel deed. (Some children whose heads I have examined 
have taken my advice and actually put their heads under a 
faucet when they “got mad,” before speaking a single word! 
Surely such will learn to “have dominion.”) 

To women I say: When “the blues” attack you, go quickly 
and borrow a baby! (Of course you never had courage 
enough to be a mother yourself, or you wouldn’t have time 
to mope and sulk around!) Then see how soon and how 
easily you put to flight that army of doleful disconsolate 
imps by the help of one innocent and hopeful child—no 
matter if a few biscuits have burned up in your oven! Even 
that college student proves himself as wise as he is ambitious 
who spends an hour often giving (?) some young child a 
good time. 

This advice for restraint of caution is here enlarged be¬ 
cause of the great need—many people “through fear of death 
all their lifetime subject to bondage,” or through fear of 
criticism, loss or failure. 

Most skulls are shaped like an egg, broader by an inch or 
two at the back than they are three inches further front 
(measured by calipers), and that means that most people 
were “born in a panic,” “scared to death before they were 
born,” and should therefore reconstruct their brains by steady 
refusal to let fear domineer over all other kinds of thinking— 

— 53 — 




















tinging the whole with melancholy and making their whole 
lives pathetic, like Poe’s lament: “I lived alone, in a land 
of moan, And my soul was a stagnant tide!” 

Hope must be cultivated by every means possible—shown 
deficient in worried people by a small hollow an inch forward 
and higher than caution. Never say: “Just my luck! Just 
what I expected!” Learn to expect more, counting all the 
favorable signs and conditions and ignoring the obstacles and 
difficulties—never magnifying a molehill into a mountain, 
but saying with Napoleon: “There shall be no Alps!” 

Form a habit of anticipation to balance any natural timid¬ 
ity or bashfulness, doubt or suspicion, hesitation, indecision 
or dilatoriness. “Count your chickens before they are 
hatched” just for the pleasure of anticipation. It will at 
least make you cheerful part of the time, and remove some 
of that melancholy tinge from your life, sometimes the main 
manifestation of this excessive caution—a sort of indefinable 
gloom or appealing manner, as if hunted down by fates and 
friends as well, as if nothing else could be expected, as if 
hopelessly resigned to a life of martyrdom. Hope must be 
stimulated, drilled, compelled to act vigorously, for that is 
the best antidote to anxiety and failure. You can compel 
yourself to form an unvarying habit of mind that is not only 
wide awake but cheerful, not only courageous, but hopeful— 
“with a heart for any fate,” never depressed by any loss, 
mistake or failure. 

“Something is coming!” one brilliant author kept saying 
to his wife when she was in tears in their prospector’s cabin, 
because they did not know where the next meal was coming 
from. He tramped over the mountains to a rude post office, 
and found an entirely unexpected letter from me with a $10 
bill in it—which saved his life, he afterwards declared, be¬ 
cause he was near the verge of suicide. 

“I’m going to feed the poor!” exclaimed a man who was 
himself “down and out.” “You’d better feed yourself!” was 
his wife’s reply. But in spite of her ridicule of his plans, 
Mr. Warner did start a restaurant for poor people and oper¬ 
ated it in Los Angeles for many years successfully, feeding 
thousands of people good food and plenty of it, at prices so 
low that it was generally difficult at meal hours to find a 
seat—often no standing room for people waiting their turn. 
Scripture mottos were hung along the walls, and he told me 
he was making money in his practical charity. 

Go get the beautiful and encouraging old song “Whisper¬ 
ing Hope,” and sing it whenever you feel “under condemna¬ 
tion” or get an attack of “the blues.” God is never “angry 
with the wicked every day,” though it had to be so written 
for a sensual age because it so appears to unreasoning minds, 
just as a child thinks when punished that the parents hate 
him. 


— 54 — 


FANATICISM 



This illustration shows the difference in position, 
at church during prayer, of two, one with positive and 
the other negative veneration. Notice the tophead of 
the gentleman. 



5—Cultivation or Restraint of Veneration. 

This organ of worship should always be exercised in con¬ 
nection with Hope and Spirituality, for then a true religion 
would bring highest happiness—a sense of real fellowship 
with the Lord. But Veneration is oftener influenced and 
warped by caution (also by abnormal Conscientiousness and 
Approbativeness), and that combination causes only “fear of 
the wrath to come”—just religion enough to make you mis¬ 
erable! Hence most prayer is a cowardly whine, or a plead¬ 
ing for material prosperity which would prove very harmful 
to character and eternal welfare—a begging for pardon that 
can be granted only when the sin is forsaken, and that is 
then granted before words can be framed to ask forgiveness. 
“He shall save His people from their sin”—from their sin¬ 
ning, from any desire to sin—not merely from penalty or 
punishment. 

“Yield your members unto God as instruments of right¬ 
eousness.” What members? Hands and feet, tongue and 
eyes and ears?—every part of body and brain! Then surely 
each specific faculty of mind as well—imagination, will, rea¬ 
son, ambition, affection. And that is what the first command¬ 
ment means: “Have dominion over the fish of the sea” 
(curiosity or cold-blooded eagerness for facts, the scientific 
investigator, explorer or experimenter of the mind), “and 
over the birds of the heavens” (imagination, aspiration, 
ideals, “castles in the air”), “and over every living thing that 
moveth upon the earth” (warm-blooded affections, desires, 
passions). Self-control thus perfected becomes God-control. 

Froebel labored in poverty to establish the kindergarten to 
teach youngest children to constantly and joyfully yield his 
members unto God, recognizing Him as the only “Fountain 
of Life,” creating and pouring down through everybody a 
steady stream of life—so strong and unvarying as to seem 

--55 — 




to be self-originated. Veneration properly exercised accepts 
this stream of life gratefully every moment, and eagerly uses 
it as a loan, in co-operation with the Creator, and in growing 
Love for Him and His grand plan for all humanity. 

The man who never prays is a case of “arrested develop¬ 
ment.” He may be an athlete as to his body, and a genius 
as to his brain, a physical and intellectual giant, but he is 
still a child as to his soul—an undeveloped babe when com¬ 
pared with some godly old grandmother that he ridicules. 

On the other hand, there are a few fanatics in the world— 
no brotherly feelings, no magnanimity toward struggling 
humanity, no respect for the freedom of others—ruled them¬ 
selves by a narrow creed and by a morbid conscience, till 
(like Procrustes) they are zealous to compel all to accept 
“salvation by faith alone”—though many a Lincoln character 
has refused it as a hollow credulity. 

Veneration in a little child makes him worship his mother 
or father as his god. As he grows older he becomes a hero- 
worshipper. If he slops there—not going on to reach up to 
know, reverence and love the Lord as his Creator and constant 
Companion—he fails to “receive the at-one-ment” and re¬ 
mains only an immature child, a spiritual dwarf. 

6—Cultivation or Restraint of Concentration. 

Changeableness, fickleness or a lack of continuity, and 
“stick-to-it-iveness,” is a very common weakness especially in 
Americans—restless, roving, always “on the go,” everybody 
wanting a “travel job.” This habit of mind causes a hollow 
across the skull just below the crown. Indecision—partly 
from caution, but chiefly from this desire for constant 
change, diversion and variety, vacillation, mind-wandering, 
butterfly flitting, instead of bumble-bee concentration, “the 
rolling stone that gathers no moss”—this weakness is the 
cause of a large proportion of failures, and even of much 
reckless “plunging” or taking chances. Steadiness of plan 
and purpose can be gained only by putting a “balance wheel”' 
into such brains—the motto, “Whatever is worth doing is 
worth doing well.” “Strive for permanency” was the only 
word of advice a successful old preacher of but a single pas¬ 
torate gave to a young preacher. 

Most people have plenty of determination, which may be 
so harnessed as to help out very weak continuity (firmness 
often so large as to produce mulish obstinancy or balkiness 
unless reason is in control), but the strongest will has in itself 
alone no staying quality, no patient waiting, no plodding 
methods, no thorough study or grubbing for solid founda¬ 
tions in books, in business, or in character building—unlike 
Gen. Grant’s: “We’ll fight it out on this line, if it takes all 
summer!” Don’t hitch up your butterfly to pull a heavy 
load or master a hard lesson; better hitch up that mule, 
determination. 

We are a nation of travelers, pioneers, rovers, even becom¬ 
ing a nation of automobile-gypsies—very versatile as jack- 

— 56 — 


dancing master — all 
curls and finger rings 
and flourishes! 


Very pretty peacock! 
But such a “sissy” 
would never be any¬ 
thing more than a 


of-all-trades, never disturbed by sudden change in conditions, 
“quick as a flash” to adapt ourselves to new difficulties— 
often only weather-vanes mentally, in that any trifle turns 
our feeble attention away from the important proposition, 
causing failure to fasten a lesson in memory or to make a 
sale even to a willing patron. Instead of boasting this ver¬ 
satility, we ought to take lessons of the compass in its loyal 
pointing to the north—never wasting a moment in unsteadi¬ 
ness except as overpowered or compelled. Salesmen need 
constantly to be on guard against any diverting of their 
attention until the order is written out—must even learn how 
to be the patron’s decision and that, too, in so tactful a 
manner as to win lasting friendship thereby. 

Tell, your boy, if he says he “hates books,” the reason is 
that he has not learned how to get his mental mule to kick 
the butterfly out of his brain. In other words, show him 
that his strong will was given him for the very purpose of 
overcoming all mind-wandering. The greater his obstinacy, 
the quicker the change from fickleness and unreliability to 
consistency, steadiness, dependableness and thoroughness— 
provided that strong mulishness is once harnessed to the 
work by his own willing resolve: “I’ll do it, if it takes a 
leg!” 


— 57 — 








By such shrewd enlistment of any strong faculty to help 
out some weak one, every man as well as child can balance 
up, even reconstruct, a “wobbly brain,” if he keeps at it long 
enough. “The double-minded man is unstable in all his 
ways,” the apostle wrote (Jas. 1:8), but the boy, who lacked 
this concentration of attention, read it aloud in school: “The 
double-minded man is under the stable all his days.” 

Young people generally despise any program, preferring 
to do as they “feel like doing” at the time—following every 
sudden impulse—but that means very uncertain results, des¬ 
ultory thinking, roving imagination, superficial study or 
investigation, “snap-shot” judgment, fragmentary work. 
Hence this advice must be repeated and also urged: Adopt 
a carefully considered program very early in life, for every 
hour of each day, because that will increase your efficiency, 
and add a dignity and grandeur as well as usefulness and 
happiness to your life. Instead of cramping you or making 
life seem monotonous, it will merely place a set of guide 
posts along the difficult trails of life to save constant delays 
for uncertain decisions or waste of time on wrong routes. 
Shall it be fickle impulse all your life, or steady program? 

7—Cultivation or Restraint of Dignity. 

Most people need far more of self-reliance, self-confidence, 
true dignity (turkey) and less of self-consciousness, appro- 
bativeness, desire for appreciation, love of praise, sensitive¬ 
ness, vanity (peacock). Yet a few people have too much of 
this self-esteem or egotism—acting as if they made the world, 
or owned it at least! “Seest thou a man wise in his own 
conceit? There is more hope of a fool than of him.” 

These two elements of character are seldom clearly distin¬ 
guished from each other, but he who can analyze actions, so 
as to discover their real motives and then compare the two, 
often wins by such knowledge and shrewdness. Approbative- 
ness or self-consciousness produces politeness, but it also 
makes braggarts, dudes, poltroons—“doormats” for every¬ 
body to wipe their feet on! It tips the head always to one 
side in an affected manner—sissy fashion, “ain’t-I-sweet” 
style—and often bends it forward in a most deferential, hum¬ 
ble, apologetic, meeching attitude. Self-reliance holds the 
head always erect, if strong, and often thrown well back in 
a commanding manner. Even if not naturally strong, this 
attitude which is its natural language will be instinctively 
assumed, at least for a moment, when in the effort to resent 
any insult or unjust criticism. 

Stephen Girard was considered proof against flattery— 
priding himself on an utter disregard for reputation. A 
stranger made a bet with a mutual friend that he could make 
him show pleasure when praised. After three shrewd efforts 
which produced only frowns, the stranger told Girard of the 
wager, and said he would be obliged to admit defeat because 
there was one man in the world who was above all flattery. 
Girard then tipped his head upon one side and smiled—a 

— 58 — 





The form of heai 
tion has predominant the faculties that make one very 
practical. 


Self-confidence must be built into your brain like the keystone of an 
arch, if others are to have confidence in you (because you are above 
any petty meanness or “getting something for nothing”), or if you are 
to be of practical benefit to the world—developing stiff upper lip, square 
jaw and Roman nose commonly. 


sure sign that his one weakness was at last uncovered—and 
the two withdrew quickly to conceal their smiles and avoid 
his wrath at such betrayal. 

So powerful was this desire for praise, and also shame 
over loss of reputation, that one bookkeeper quit a $5,000 
job, and even refused to remain at $8,000, when he lacked 
only two cents of balancing his books correctly—though after 
weeks of figuring he had found the error—declaring he 
would never keep books another day. Everybody is largely 
controlled by this approbativeness, and much good is done 
under its influence when coupled with reason, conscientious¬ 
ness and benevolence. But it must be under their control or 
it will delude you and ruin your character. 

Humble yourselves before the Lord, of course, knowing 
that all good things come from Him, even the power to think, 
speak or act—all of life a steady stream flowing down from 
that “Fountain of Life”—but to cringe and crawl before any 
man is not a sign of true humility, but a proof of weakness. 
Always rejoice also in the privilege of being of service to 
everybody, but be a noble servant—a soldier of the cross, of 
soldierly bearing—never a mere rag of a man. Meet every 
man “on the square”—as Blackhawk said to Pres. Jackson 
when he went to Washington: “I am a man and you are 
another!” Always have self-respect enough to be above any 
mean or silly act. It is the peacock man who can’t say “Ao. r ” 
—to temptation or foolish customs of society. 

Be as good as an Indian!—always perpendicular, soldier¬ 
like in your walk. Respect yourself or nobody can respect 

— 59 — 



you. Respect yourself in order to properly appreciate and 
respect others—choosing only such friends as you can respect, 
not those tcho are ready to flatter you. The rebukes of a 
wise man are worth more than any praise from weaklings or 
people of doubtful character. 

Put your head on square every hour, especially when some¬ 
body tries to flatter or tempt you. If you are one who “can’t 
say. No!” you are a weakling, a mere sissy, and only a “hen¬ 
pecked” husband, if married, yet liable, if some loafer pats 
you on the back and calls you a “good fellow,” to “set up 
the drinks” for the crowd, and perhaps be carried home 
drunk yourself—minus the wages your family needs. Gar¬ 
field used to say: “What the world wants is young men who 
can look a man in the face and say, ‘You are a devil!’” 
“God give us men!” exclaims J. H. Holland in this poem 
which all young men should learn and often repeat. 

MEN WANTED 

“God give us men! A time like this demands 
Strong minds, great hearts, true faith and ready hands. 

Men whom the lust of lucre does not kill, 

Men whom the spoils of office cannot buy, 

Men who possess opinions and a will, 

Men who have honor, men who will not lie. 

Men who can stand before a demagogue 

And damn his treacherous flatteries without winking. 
Tall men, sun-crowned, who live above the fog 
In public duty and in private thinking. 

For while the rabble with their thumb-worn creeds, 

Their large professions and their little deeds. 

Mingle in selfish strife, lo! Freedom weeps. 

Wrong rules the land and waiting Justice sleeps.” 

Learn to say: “One with the Lord is a majority,” and I 
propose always to be that one. By holding your head erect 
every hour of the day, especially when speaking to others— 
whether to an audience or to only one person—you will 
develop that military dignity and self-reliance which will 
wean you from leaning on others, and will give you great 
influence and success. 

Learn to face an audience and think when on your feet 
before them. Public speaking is at once the climax of educa¬ 
tion and also the best means of attaining full self-mastery. 
A man must feel noble for at least an hour, if he expects to 
give convincing expression to any noble sentiments in a pub¬ 
lic address. Be as generous as a gushing spring in contribut¬ 
ing some valuable truth for “the good of the order” or to 
help your neighbors—not imagine they will ridicule your 
faulty method of “spouting.” 

Don’t spend two-thirds of your life apologizing for the 
other third! Don’t say, “Excuse me,” or “I beg pardon” or 

— 60 — 



WASHINGTON 

LINCOLN GARFIELD 

GRANT 

“thank you very much” so often that such phrases mean 
nothing except that you would crawl like a worm to be con¬ 
sidered polite. Take for motto: “BE—not seem!” 

“Who is the greatest liar?” “The man who talks most 
about himself.” Never ask who appreciates or blames you. 
No toadying, no belittling or undignified acts, words or medi¬ 
tations! Say with Paul: “I put away childish things.” 
Don’t begin every letter: “I’m snatching a few minutes, 

etc. That will not long be considered good excuse for brief 
or poor letters, difficult to read, but will be accepted as proof 
that you estimate everything else of much greater importance 
than your friends.. 

Writing better letters to a much smaller circle of corre¬ 
spondents will save time for matters of far greater import¬ 
ance than keeping up acquaintance with so many people, 
whose chief claim on your time and expense for stationery 
and postage is their “appreciation,” often very shallow and 
insincere—mere flattery, the tenacity of a dog’s friendship. 
Give much of this now wasted time to regular reading of 
“something solid,” refusing to accept any diploma as proof 
that your education is complete. 

No matter what others say or do to you, always do your 
duty to them, free from the childish spirit of revenge— 
loving your enemies for the goodness hidden within them, 
or refusing to admit that anybody is a real enemy, even if 
he does criticise—feeling always: “I will very gladly spend 
and be spent for you, though the more abundantly I love 
you the less I be loved.” That magnanimous spirit is in 

— 61 — 







striking contrast to the recent weeping complaint of one pas¬ 
tor’s wife: “Nobody loves me!” Love other people, then, 
and prove it by your hearty interest in all that interests 
them!—that should be the reply to such sensitive whiners. 

“He that would have friends must show himself friendly.” 
But a meddlesome curiosity is not friendship, nor is either 
a domineering interference or a mere dog’s carnal adoption, 
no matter how “loyal” or persistent. That base attachment 
only increases in selfishness as it becomes more tenacious or 
clinging. Give your friends perfect freedom to accept or 
reject your offered help, and also to neglect you while pre¬ 
ferring others—unless you are certain that they are so de¬ 
ceived as to require your warning—never allowing your own 
sensitiveness to plead with them, nor even to meditate on the 
“slights” they may appear to offer. Don’t wear green gog¬ 
gles! Better get rid of that sweet sensitiveness, for it is 
mainly fear and selfishness. 

"While avoiding all boasting on the one hand, and on the 
other hand all flattery or a patronizing air, still try to be 
always looking for something in others to appreciate and 
approve. Praise their beauty, and you cause vanity. But 
endorse—not flatter—goodness, and you make permanent 
their habit of doing good deeds, and increasing them. Admit 
that you are surpassed or beaten, whenever it could be so 
regarded—being a “good loser!” 

If a peacock once glances down at his ugly feet,, immedi¬ 
ately his gaudy tail droops, and he slinks away out of sight 
like the coward and bully he really is. So it is in our char¬ 
acter. Chagrin or shame and despair over failure—especially 
failure in any public act or speech—comes from the peacock 
ruling in our minds, or too great eagerness for applause or 
endorsement, and too great sensitiveness to indifference or 
slights. Learn to despise veneer, vanity-case, all “make-up.” 

Test yourself to see if your desire for praise or petting is 
not foolish or excessive. Most boys want to do something to 
“astonish the natives,” some spectacular performance that 
will keep them in the spotlight. “I stump you to do it. 
You’re a yellow kid!” So one boy lately exclaimed, and to 
prove he was no coward the boy who was “stumped” climbed 
an electric pole, got a terrible shock, and fell burned and 
dying, saying: “I didn’t want them to think I was a sissy.” 

If you are weak in self-reliance, you are not only likely 
to do such foolish things to win praise which is worthless, 
but you are also sure to do poor work where you think “no¬ 
body will know it,” and to always be dependent on others for 
advice—perhaps even for your very food—especially lean¬ 
ing on your wife till it is impossible for her to love or even 
respect such a weakling. 

Praise and blame make you to be “mercurial”—that is, 
inflated or puffed up by flattery and next moment cast down 
into “depths of despair” by some slight criticsm that was 
meant to help—like the girl who recently committed suicide 

— 62 — 


because her examination paper was returned with a lower 
mark than she felt it deserved. 

You must not allow praise to puff you up till everybody 
says you’ve got the “big head,” for it will make your charac¬ 
ter a mere puffball—ready to burst from slightest breath of 
temptation or ridicule. You must never permit any fault¬ 
finding to discourage you, for perhaps your critic may not 
be so near right as you are. They once begged Moody, the 
great evangelist, never again to speak in prayer meeting! 
Consider who it is that offers the praise or blame, and remem¬ 
ber that condemnation coming from a bad or ignorant man 
is generally the best testimony to your high principles, ideals 
and methods, while his praise would surely mean that you 
had fallen to his low level. I went many miles yesterday to 
hear a man preach, saying beforehand: “I love him, be¬ 
cause the Daily - hates and denounces him, refusing 

to print anything he says.” 

WHAT THEY SAY 

Wouldst thou know what troubles many, 

What annoys them night and day? 

Not a frightful myth or robber, 

But the spectre “What they say!” 

“What they say!” it haunts the maiden 
When the hat or dress she buys; 

Goads the matron till she maketh 
Husband’s purse a sacrifice. 

To the orator it clingeth, 

Daunts the statesman in his dream; 

With the pulpit teacher stealeth 

’Tween him and his highest theme. 

“What they say!” Well, let them say it! 

Airy echo, fleet as dew! 

When they’ve breathed it ’tis forgotten, 

They who hear forget it too. 

Wouldst thou know what rules the millions? 

Themis with her ancient sway? 

Tramp and pomp of bannered legions? 

No! the bubble , “Wliat they say!” 

Pause, dear reader, if you wish to develop true indepen¬ 
dence of character; pause long enough to commit to mem¬ 
ory for frequent recital this poem by Mrs. Sigourney—an 
excellent back-bone stiffener! 

8. Cultivation or Restraint of Acquisition. 

Test yourself by another practical illustration of this bal¬ 
ancing process—all examples, it must be repeated, intended 

— 63 — 



merely as models for regulation of all the forty-two organs 
of the brain. Try your own method in any case where one 
seems all the time “pulling against” another, or is in such 
opposition as to keep the mind divided, irresolute and hall 
paralyzed. 

“Acquisitiveness,” Thrift, or desire to accumulate property, 
save money (the ant), the appreciation of values or apprais¬ 
ing power, has its good uses and bad uses. “Go to the ant, 
thou sluggard, and be wise!” is good advice for lazy people, 
but it should not be the text loved most by a man who is 
already nothing but an ant—a miser, speculator, profiteer, 
plunger, really all gamblers and thieves—growing more and 
more greedv to “heap up riches,” even if they do “lose their 
own soul.” Conscientiousness and Benevolence must curb 
greed. 

Such lovers of money ought rather to read the epistle of 
James (Chap. 2 and 5), and then heed our Lord’s own 
warnings: “Woe unto you, rich men!” “It is easier for a 
camel to go through the eye of a needle, than for a rich man 
to enter into the kingdom of God.” (But our riches may be 
mental, even religious knowledge—beauty, strength, skill, 
rich voice or anything of which we boast or secretly glory.) 

On the other hand, many are so weak in this desire for 
wealth that they need to develop it daily when very young, 
lest it be said of them when older and married: “He that 
provideth not for his own hath denied the faith and is worse 
than an infidel.” Such should admit their lack of thrift, and 
cultivate that organ of the brain—about at the level of top 
of each ear but an inch further forward—setting it pulsating 
by all proper methods, especially by adoption of the budget 
system of appropriating in advance a definite amount of in¬ 
come to spend for each item, and then keep down expenses, 
not permitting them to exceed first estimate—one-tenth for 
religion, one-tenth saving deposit, one-tenth building fund, 
two-tenths rent, two-tentlis food, balance for clothing, books, 
travel, recreation, etc. 

Always ask price before ordering and then say: “I’ll take 
a pound or three pounds,” not “Give me a nickel’s worth or 
a quarter’s worth.” Far better be considered a “tight wad” 
than never have any wad! Live the “simple life,” thus saving 
in “littles” to have a roof of your own some day. Keep well 
informed on values even of things you do not expect to pur¬ 
chase, for that will make you a man of “good judgment” in 
all departments of life. Others will then find you helpful 
not only when buying a house or auto, but in all practical 
affairs. 

If you train this “ant” impulse properly, you will not 
merely “lay up treasures on earth,” but will “lay up treasures 
in heaven,” will “make to yourself friends by the mammon of 
unrighteousness.” You will gain a “proper perspective” on 
all of life and its interests or claims, duties and pleasures, 
that is, you will independently evaluate everything or see 

— 64 — 



65 


I^irst Reading of Emancipation Proclamation’’ (Carpenter). Stanton, sitting; Chase, standing on Lincoln’s 

right; Seward, sitting front of table. 









things at their true worth in comparison with other things 
more permanent, standard or satisfying. 

Then you will find it easy to say in a good sense: “I don’t 
have to!” You will gladly go without many things that oth¬ 
ers are “crazy for,” merely because you are determined to 
secure the greatest blessings in life—such as a good home 
full of happy children!—like the man who “went and sold 
all that; he had and bought the one pearl.” He who cannot 
get past a soda fountain or ice-cream parlor wihtout exclaim¬ 
ing: “Let’s blow ourselves!”—who can’t live happy unless 
he sees every baseball game, who must “go to the movies” 
two or three evenings a week, who can’t refuse an auto trip 
to the beach on Sunday, though he is teacher of a Sunday 
school class,—such a “spend-as-you-go” young man will prob¬ 
ably never have a roof over his head that he earned himself. 

But there are a few young men of exactly opposite char¬ 
acter who remain selfish old bachelors all their cramped and 
narrow lives, because they are unwilling to “loosen up” their 
greed sufficiently to support a wife and children. These are 
most “undesirable citizens,” and should be heavily taxed to 
provide pensions for fatherless children—even a bonus for 
every child born that is at all needy. 

This appraising power is needed by all in order to divide 
even time properly (as well as money). Many public speak¬ 
ers inflict so long and tiresome an introduction that the audi¬ 
ence is half asleep and cannot grasp the main point—espe¬ 
cially when further time is wasted on a multitude of unim¬ 
portant details. 

Most young people despise any program, or set of rules 
for regulation of their own hours or conduct, foolishly choos¬ 
ing to be “free” to follow the impulse of the moment (like 
that very wealthy girl her relatives wanted me to marry, but 
who said she “hated a watch,” because it told her to keep 
engagements and regular hours.) That is why so many 
allow their wrong impulses to plunge them into evil habits— 
having no well determined plan adopted early and entered 
upon with determined purpose to succeed. 

Make out your program when at your best thoughtfulness, 
young man, for every hour of the day. Then concentrate all 
your energies to carry it out regularly, allowing very few 
interruptions to it, if you hope to make the most of your¬ 
self—and if interruption is sometimes unavoidable, return 
at first possible moment, as quickly as the disturbed compass 
resumes its loyal pointing to the north pole. Steady habits 
will not take the romance out of life, but will increase all 
true pleasures immensely. 

And do the same with your money. For if you cannot 
while young save some portion of your earnings by denying 
yourself most of the foolish expenses that others think nec¬ 
essary, you will never amount to anything financially—never 
much even in any building up of character. You will be 
likely to always spend faster than you earn, and be burdened 

— 66 — 



Sex-love—battery in back of head—electrifies every organ of brain, 
develops power to think, act, improve human stock. Give reason and 
religion full control or perverse impulse “grounds the live wire,” causes 
mental collapse—producing weak eyes, consumption, etc. Training of af¬ 
fections will be taught some day in all schools. 


with debt all your life. Get a book arranged for the budget 
system of accounts, and when you have decided on the proper 
appropriations for each department, learn to regard each 
separate fund as sacred from any borrowing—just as you 
would be ashamed to go borrowing all the time from the 
neighbors. 

Taking the Lord into partnership by vowing that one-tenth 
of all income shall be devoted to religious and charitable 
uses, first of all, has made some men very conscientious and 
methodical in spending the remainder. They testify that the 
nine-tenths accomplishes more real good and brings greater 
prosperity than the entire receipts had ever done before. 
This comes from such fellowship with Him to whom belongs 
all “the silver and the gold” that the eyes are opened to the 
folly of a large part of the “high cost of living.” “Wherefore 
do ye spend money for that which is not bread, and your 
labor for that which satisfieth not?” (Is. 55:2) The highest 
satisfactions of life are secured by those only who learn to 
weigh values by correct moral standards. Size of bank 
account is no measure of man’s true worth, nor is the size of 
his body—its beauty, the tone of the voice, etc. 

“Were I so tall to reach the pole, 

Or grasp the ocean in my span, 

I must be measured by my soul; 

The mind’s the standard of the man!” 

(That was the exclamation of Isaac Watts when a woman 
pointed to him and said: “Is that little fellow the great Dr. 
Watts?”) 


— 67 — 





9. Cultivation or Restraint of Sex-love. 

Amativeness, or desire for union with the opposite sex 
(rabbit)—located at base of back-head—must have a few 
more plain words of discussion. (My three books on that 
subject should be read by all and sent as presents to those 
old enough to consider marrying. See last page.) 

No matter how well balanced the brain may be in all other 
organs, if the cerebellum (or little back brain) is untrained, 
misery is sure to result. Furthermore, if the affections are 
not regulated, all the purposes, plans and ambitions are sure 
to be selfish and inconsiderate of others. Every method of 
self-training, whether mental or physical, will aim chiefly to 
gratification of the senses, or personal pride, and conquest 
over others—never at real service to the world. 

Some are weak in this desire for mating—though even 
then weaker self-control often deceives them into the belief 
that they are “great lovers”—and they need to cultivate this 
faculty, not by sensual indulgence, but by elevating their 
thought of the other sex until it partakes of reverence—the 
sweetheart idealized and idolized till seeming so pure and 
holy that only the word “angel!” can express his feeling. 
“Love is life.” To feel such a thrill of love is to begin to 
live. Only then can this dynamo (or motor, for the Lord is 
the only Originator of Love) electrify every other organ of 
the brain, and make a man a hero, a giant to crush down 
every animal propensity that may try to fasten bad habits 
upon him. 

Restraint, even crucifixion of this sex-desire, is urged in 
most books, but such attempts at suppression generally be¬ 
come an accusing failure, though sometimes they produce a 
successful?) suicide—partial and gradual, but a half para¬ 
lyzed and pathetic suicide even when no bullet ends the los¬ 
ing struggle for self-mastery. To “crucify the flesh” is to 
consecrate it, dedicate it, elevate it in the face of High 
Heaven—as Jesus was “lifted up” and finally translated, 
promising that He would “draw all men unto Him.” He is 
the true “Lover of my soul,” the only Bridegroom or Hus¬ 
band for the great yearning heart of all Humanity—as set 
forth most beautifully by prophets, apostles and by the reve- 
lator (most clearly of all in Revelation 19 and 21)—and 
the Church, called His Bride, includes all who follow His 
teaching and thus prove their love for Him and His eternal 
kingdom. 

It is this sort of people who alone can ever know the bliss 
of true marriage love. “God is not mocked.” No wicked 
man need hope for a happy married life. No man can treat 
a wife properly unless he is himself really a Bride of Christ— 
that is “a church in least form”—willing and earnestly striv¬ 
ing to follow out the high principles of conduct which Jesus 
taught. 

Love must be based upon respect and confidence, or it is 
a counterfeit thing, mere animal passion. Then respect must 

— 68 — 





One is “keeper at home t ” lives for husband and children, obeys first 
commandment, “Be fruitful and multiply and replenish the earth.” Other 
is “independent,” will rule or ruin any man, cares more for auto than all 
babies ever born. 


be based upon morality, upon right living, pure and unselfish 
living, or it is only admiration for some external beauty or 
accomplishment. And genuine and lasting morality is always 
based upon religion of some sort, upon the Highest and Best 
each man can grasp—not only as truth or doctrine, but as a 
Being who is the author and embodiment of those ideals of 
high morality and unselfish service. 

The truly religious man is seeking daily for clearer light 
on life’s pathway, asking his chosen Commander for “the 
orders of the day.” Those orders will seem very specific to 
his mind, covering even what he shall eat and drink and 
wear—and his marriage bed as well! For he is now “in 
training” more than any athlete who hopes to win a prize. 
When thus loyal to the spiritual marriage, to the Husband 
of his soul, he will be blessed with the love of a wife that in¬ 
creases as she learns to appreciate his growing patriotism as 
a “soldier of the cross.” 

For genuine marriage love must always descend from that 
“marriage supper of the Lamb,” which makes heaven, and 
must descend through the wife. She is the real lover, not the 
man. Man is wisdom—an echo of her love, a response to 
love—and so far as he shows himself wise, eager to learn 
more, vigorous in application of all he has discovered of 
knowledge for benefitting the world, heroic in refusing to 
apply indolently or selfishly, his “gathered riches” for his 

— 69 — 




own happiness merely—to that extent only is it possible for 
a wife to really love him. And she will love such a husband 
to such extent as she has capacity for appreciation of those 
noble qualities, and capacity for loving. 

Ptolemy taught that the sun gets up in the morning and 
whirls around the earth, but his eyes deceived him. So our 
eyes deceive us when we say of a man: “He is a devoted 
lover.” Masculine love is only second-hand!—a mere return 
current of the woman’s invisible and unexpressed love. Yet 
her love, like the radio, is all the more powerful because 
subtle and unperceived. She is ordained of Heaven to the 
high office of agent for pouring love into the world—created 
for that most important mission—thereby fascinating a mate, 
and then gradually transforming him from an egotistical 
bachelor (virtually an irresponsible somnambulist!) into a 
noble, unselfish manhood fitted to make one with her so as 
to be one angel in heaven. Thus she proves herself a skilled 
sculptor of soul. Or she extracts one of his “ribs” of egotism 
while he is in “deep sleep,” thereby preventing them from 
all ossifying together till he becomes only “an old turtle,” 
shut up in his own spiritual tomb. (Read Gen. 2:21-24). 

But alas! Many young women fail to realize that love is 
“the greatest thing in the world”—so powerful as to win and 
hold a husband as a willing slave—and therefore they make 
the mistake of trusting to their cheap and shallow vanity, to 
the fascination of a beauty only skin-deep, so external and 
artificial it soon fades, and with it vanishes fidelity of the 
husband. To be a man’s “doll” is soon to become only a 
rag baby in his estimation. To become a happy wife for all 
time and eternity, Mary must be imitated who knew how to 
choose “the good part,” which can never be taken away—> 
that good part of her husband, the germ of nobility, to be 
loved and mothered and made supreme, the ruler in all his 
acts and thoughts. 

Then the wife is his royal queen, but she must be always 
queenly, not kingly in her ruling—feminine, tactful, persua¬ 
sive, but never domineering. The moment she uses any force, 
the beast in the man is aroused and becomes defiant—or 
leaves her because he is too much of a man to fight with a 
woman. She must never say (or appear to feel): “I am your 
boss; you must do as I tell you!” Compulsion, nagging, 
denunciation, even argument or bargaining are very weak 
methods for any wife to employ, often proving fatally obstruc¬ 
tive to any response from him to the feeble love she may 
feel toward the husband she thus tries to henpeck or conquer 
by mannish methods—proving her love of rule greater than 
any love for a husband. 

Yet more, the wife is privileged to be the glowing sun of 
the man’s heart and home. When she accepts her high honor 
in a true womanly way, never doubting her power, and hence 
governing quietly, calmly, silently like the sun, then he is 
delighted to rotate around her, as Copernicus proved that the 

— 70 — 



Is there 
is to be 

ality. This faculty has been definitely 






Sensuality is wholly made up of two elements—Ali- 
mentiveness and Amativeness. This illustration shows 
the location of these and when very strong in head and 
face. Remember the picture and apply it to others. 


earth rotates around the sun. He sees a perfect illustration 
of her relation to him in those two powerful forces: the cen¬ 
tripetal which attracts the earth toward the sun, and the cen¬ 
trifugal, which keeps it from falling into the intense heat 
for its own destruction. Recognize fully this immense differ¬ 
ence as to the love relation between the sexes, young man, 
and meditate upon it, for it will prevent your soul from get¬ 
ting burned up in that worst “hellfire” of a furious animal 
passion, which wears a mask of love, and this recognition will 
make you determined to perfect yourself in wisdom and in 
some industry useful to the world—thereby making it possi¬ 
ble for the Lord to give you the love of a true mate. 

Go, read again in mythology the story of Perseus and 
Andromeda, and understand that parable to declare that you 
also must take that long journey—enter upon severe self- 
discipline, lasting from 12 years old to 24 probably—to slay 
Medusa (lust), the woman with snakes for hair, in order to 
claim your true Andromeda, who may herself be devoured by 
some filthy beast (of a man) unless you rescue her by hon¬ 
orable and well-regulated marriage. But take not one single 
longing look at Medusa, lest you turn to stone—which means 
become hard hearted and sensual minded. 

“Vice is a monster of such frightful mien. 

That to be hated, needs but to be seen; 

But seen too oft, familiar with its face, 

We first endure, then pity, then embrace.” 

Strong passion means vigorous life, and should never cause 
shame, except as it becomes master. Rule that, and there is 
nothing you cannot control. Rule that, and you win heaven 
here and hereafter. Rule it to improve the human stock, 
rearing a family of children superior to their parents. Such 

— 71 — 


purpose will make you indignantly refuse any temptation to 
abuse your body by’ any bad habit, for you have put yourself 
into training for life. 

If instead of seeking your own selfish happiness in wed¬ 
lock, you will adopt for your master-passion the philanthropic 
ideal of better propagation—better children, trees and ideas 
that the world needs—then you will choose a mate wisely, 
asking who will best help you to thus render your highest 
service to the world. Then you will not fall in love with the 
dressmaker, milliner and dancing master, only to find that 
there was no girl there—in all that “walking poem.” Union 
of soul and mind will be the ambition of your awakened 
soul. You will not permit that “old sea serpent”—-the 
senses’ sway—to crush out your spiritual nature (symbolized 
by Laocoon in Trojan war.) 

Then you will find it easy to regulate all passions and 
appetites, despising the seductive stimulants and narcotics 
which many consider so necessary. Do not say that tobacco 
makes you “feel good,” for that is not correct. It merely 
soothes, dulls or blunts your feeling, and that is partial 
paralysis—temporary, if only one dose of the poison is 
received, but made permanent by frequency of indulgence. 
It is impossible for any tobacco user to transmit a healthy 
pulse or heart action to his child. When even a boy gains a 
determined ambition to become the founder of a family, 
never another cigarette will stain his fingers or befoul his 
breath! How can any woman be an “angel” who is offered 
such filthy lips to kiss? One of the worst effects of tobacco 
is the blunting of the conscience, so that few smokers are con¬ 
siderate of others—compelling all to breathe smoke laden 
air, and resenting any objections as an interference with their 
“liberty.” Your liberty ends where my nose begins! Must 
we continue forever to be a narcoticized race?—half-paralyzed 
and incapable of any normal, healthy action of the brain? 

Even tea and coffee, most sweet drinks and foods, also 
flesh foods, are likely to be discarded, if you once discover 
their small value to body or brain—more a disturbance than 
benefit. You will live on the best nutritious but simple diet 
for building up greatest strength and efficiency—plenty of 
vegetables, fruits and cereals and always thoroughly masti¬ 
cated to promote digestion. Even savage animals become 
manageable it is said when no meat is given them. Thus 
“eating to live, not living to eat” (like a hog), you will find 
self-mastery a delight. “He that ruleth his own spirit is 
better than he that taketh a city”—the true hero. 

Improvement of the human stock, once it becomes any 
young man’s chief ambition—a laudable desire to build his 
own monument as founder of a large family—he will then, 
let me repeat, not choose for a mate one who merely pleases 
his fancy by beauty, health, education or culture, or by flat¬ 
tering him, but he will consider first of all what sort of chil¬ 
dren must spring from such a union. Then he will seek 

— 72 — 



Laocoon, the priest and sons, crushed by 
sea-serpents sent by Neptune as punishment 
for casting spear at Wooden Horse—Spirit¬ 
uality (of innocent child) overcome by Sens¬ 
uality (materialism). (See classical diction¬ 
ary.) 


“Awakening of the Soul” (by 
J. J. Sant) shows highest facul¬ 
ties in control, building angelic 
character. “Ye must be born 
again,’’ or be only human ani- 
nals—arrested development. 



mainly for a wife one who can supply his mental deficien¬ 
cies—strong where he is weak, and less developed than he is 
in those faculties that are so excessive as to overmaster him. 
If he does follow this plan for scientific selection, he will 
lose nothing of delightful romance, but will find the “orange 
blossoms” never wither or lose their fragrance. He and his 
wife will both be called wise and self-sacrificing and be 
blessed by well-balanced generations who delight to honor 
them as their ancestors. 

And both together, having made a little heaven here, will 
find themselves in heaven after they drop off this heavy, 
clumsy body—“death,” as we call it, being only resurrection 
or bursting the shell into larger life, or promotion from 
kindergarten to college! But note well, that there are no 
“old bachelors” in heaven! All souls there are married. If 
one typical old bachelor should ever squeeze in, he would 
break up all heaven! For he is egotistical, self-centered, 
opinionated, obstinate, just the opposite of heaven’s loving, 
confiding inhabitants, of whom our Lord says: “My sheep 
hear by voice”—obedient, teachable, devoted to each other. 
(Of course he is not a “typical old bachelor” who desires 
marriage but refuses it for conscientious reasons.) 

— 73 — 













Marriage, when established on this basis, even if propa¬ 
gative conjunction is temporarily or even permanently im¬ 
possible, will find full satisfaction in bosom-love alone. “The 
happiest life that ever was led is always to court but never 
to wed.” Woman’s bosom is the physical temple of love, 
and according as that is reverenced by the husband, and 
according as that yearns for his embrace, will be the bliss of 
wedlock. Genuine love kills lust. Fight fire with fire. Beat 
back the fires of the pit with the fire that descends from 
heaven. 

“Somewhere she waits to make you win, 

Your soul in her firm white hands; 

Somewhere your God has made for you 
The woman who understands!” 

CHOICE OF VOCATION. 

What are you good for? What do you want to try to prove 
you are good for? What work interests you most now? Are 
you at all sure you will like that kind when old enough to 
choose it as your steady business? 

No man can do his best, unless he really loves his work. 
No man can do his best, unless he considers his work a real 
service to the world—not asking “what is there in it” for 
“getting rich quick.” This makes him faithful, thorough, 
self-respecting, above doing any poor work—building a more 
solid character daily. 

Consider first what kind of workers are most needed^ in 
the world, for you should desire to “fill a gap”—despising 
the “soft job” that can never develop anything but flabby 
muscles and more flabby character. “Where duty calls or 
danger, be never wanting there!” “The straight line is the 
line of duty. The curved line is the line of beauty. Follow 
the one and thou shalt see—The other follow thee!” Free¬ 
dom to fully express all latent powers in benefits to others— 
that gives joys unending, like release from prison. 

Not pleasure or fortune should be your ambition, Enlist in 
that nobler army of plodding-peace—patient, faithful, loyal— 
requiring none of the blare, excitement or honors which keep 
up the courage of soldiers in war. Not what you get but 
what you give to society, that will make a man of you, and 
bring you permanent satisfaction. But remember always 
that it is yourself that you must give. Money is as nothing 
compared with hearty interest in your fellows, such a broth¬ 
erly entering into their lives as they feel is sympathetic, help¬ 
ful and encouraging, but never impertinent or domineering. 
(Read the poem on page 3, and be a “spring,” not a “well.”) 

From another standpoint, consider what special talents are 
needed for the kind of service you may be deciding to under¬ 
take. The preacher, e. g., may be a good business manager of 
a church, even if his religious faculties are deficient, but he 
cannot lift the congregation by prayer, unless he has a high 
tophead, or full veneration, so that all feel he is talking with 
Jehovah. Then he will lead all to reverence the Bible, the 

— 74 — 



THREE TYPES OF THE AMERICAN SCHOOLBOY.' 

What vocation would you choose for such sons? First is “all tools”; 
second, “all business”; third, “all books.” 1. Mechanic. 2. Salesman. 
3. Teacher or preacher. 

House of God and all sacred things—even the pastor himself 
as the messenger of the Lord. If that organ of the brain is 
not fully developed, he may he a good reform preacher— 
provided he has strong benevolence and love of justice—but 
is liable to do irreverent things, such as pounding the Bible 
or throwing it upon the floor (as I lately saw an evangelist 
do even in this day of education and refinement!). 

If a clergyman has strong concentration, he is likely to be 
long and dry in speaking or praying, but if that organ of 
“Continuity” is small, he will not he thorough either in 
studying his sermons or delivering them—failing to make his 
hearers fully grasp his points—too versatile, disconnected, 
rambling, and probably very radical and changeable in his 
views. 

A lawyer with such veneration large would be liable to 
show too great deference to judge, jury and even opposing 
lawyers, especially if his self-reliance were weak. And if he 
has the large benevolence of a philanthropist, he is not likely 
to choose the law as a profession—more is the pity! Lawyers 
must have good memory, energy and balance between per¬ 
ceptive and reflective powers—practical yet argumentative— 
and acquisitiveness large enough to make them see at a 
glance the relative value of things. 

The doctor needs large benevolence to make him sympa¬ 
thetic and honestly eager to cure his patients, but if it is very 
large he will turn surgical cases over to others. Large domes¬ 
tic faculties will make him a big brother to the families— 
specialist in children’s diseases. The surgeon must have full 

— 75 — 





development over the eyes—like the artist and scientist—to 
make him a keen observer. A good degree of destructiveness 
will enable him to cut without fainting at sight of blood, and 
if self-reliance is full and caution only moderate, the combi¬ 
nation is good for surgery. If a doctor has large concen¬ 
tration, he will not investigate and try improved methods, 
being too conservative, but if it is very weak, he may not hold 
onto a case and see it through to a complete cure. 

All professional men require good memory, voice, health, 
eyesight and personal magnetism for best success. The more 
complete their course of study before entrance upon a career, 
the easier the work will be done, though some of the most 
disappointing failures have been brilliant graduates—chiefly 
because memory' was all there was to them, or because they 
ceased investigating and hence “run in ruts,” forever bound 
by the worn out traditions printed in their “authorities,” and 
depending upon their diploma or upon the brand of their 
alma mater to bring favor and fortune. Webster celebrated 
his “commencement day” by taking a few fellow graduates 
out behind his college barn (Dartmouth), exclaiming, “Mv 
industry may make me a great man; this parchment cannot!” 
Then he deliberately tore it in pieces and threw it away. 

Lincoln was always painfully conscious of his ignorance, 
but he studied long hours to educate himself, succeeding as 
the best loved American, and able to write the finest model 
in literary composition. “Seest thou a man diligent in his 
business? He shall stand before kings!” Whatever your 
work, let your school education merely sharpen your mental 
tools—till you can improve upon what others have supposed 
the best possible. 

Yet it is folly, not diligence, for the born musician to spend 
time to make a banker out of himself, or for the born trav¬ 
eler to tie himself down to the cobbler’s bench. Many are 
unsuccessful, and therefore unhappy, merely because they 
did not know enough to choose the proper vocation—or felt 
compelled to drift into the first one at hand. 

Almost everybody is able to do something at any ordinary 
occupation—“jack at all trades”—and many half-failures 
exclaim discouragingly: “This is all I’m good for!” But 
they have never discovered themselves. Many examples could 
be given of those who do suddenly find their higher sphere 
of usefulness—including Grant, Rogers, et al. Rogers was 
a common bench moulder for the big Amoskeag Co., Man¬ 
chester, N. H. (where I worked in their cotton mills when a 
boy). He found he had skill enough to model the human 
face and became noted as a sculptor, making many wonder¬ 
ful groups of statuary, small but very life like and in great 
demand. Grant was a failure at everything until he became 
head of the victorious army, and then was humble enough 

— 76 — 


to declare in his autobiography that any other man placed in 
his position would have done as much as he did—though 
the world will always rate him as a genius, one of the ablest 
of all generals. (He also said that he felt he was doing the 
South a greater benefit than the North by crushing the 
rebellion—a good example of brotherly sympathy for all who 
feel compelled to enter into a fight.) 

The knowledge to be gained in college, together with the 
mental drill of gaining it, is very valuable—provided it does 
not cause mental dyspepsia and stagnation of effort—but the 
success, with little help from the schools, of some of our 
greatest men should put hope and courage into those who 
feel crushed by lack of opportunity. Lincoln, Edison, Bur¬ 
bank, Carnegie, Horace Greeley, Mark Twain are only a few 
of the long list, who could not be held down, even though 
called dunces or denied the privileges of the schools. And 
when many of these testify that this science of self-analysis 
has more than balanced the lack of schooling, it behooves us 
all to listen and use the same method—whether in school or 
denied that help. 


EFFICIENCY 

While change of occupation is often to be advised even at 
an advanced age, and though young people ought to give 
much greater consideration to choosing scientifically, yet it is 
generally not so much a question: “What?” as “How?” In 
other words, what seems a wrong business has often been 
made very successful by radical changes in method and 
manner of conducting it—or of handling brain and muscle 
for best results. 

Latent talent is discoverable in all men by this analytic 
study of character—dormant powers, the brain often nine- 
tenths asleep!—and it is an astonishment to the individual 
(frequently too great to be believed at first), when that hid¬ 
den ability is brought to light and begins to accomplish results 
never dreamed possible. Most frequently is this true in 
developing good public speakers from men who never before 
dared venture t© address an audience. 

Public speaking becomes a very great pleasure to one who 
understands himself analytically, for it is the highest exer¬ 
cise of propagative power—the power to impregnate minds 
and souls with truths of vital importance, of eternal potency. 
There is only one great secret about it. It is an easy mathe¬ 
matical problem to make a good speech, when you discover 
that secret and experiment a little. 

Once form the steady habit of saying, “My”—not “I”—and 
you will soon be able to command all your forces—“touching 
the right button” in your cranium—setting into strong vibra¬ 
tion, at the psychological moment, those forces in your own 
brain ( those organs, animal impulses or mental harp 
strings) which you wish to set to vibrating in your hearers— 
thus producing a sympathetic harmony throughout the entire 

— 77 — 


audience and fusing all minds at a white heat into one eager 
enlistment to yield loyal obedience to the truth you have been 
privileged to inseminate. Beecher was the best example of a 
human engineer, for he used this science constantly, and 
frankly told his people he was doing so, always playing upon 
the emotions of his audience as skilfully as a musician upon 
his instrument. 

Even an ordinary salesman must use this method, if he 
hopes for great success—some doing it unconsciously, but 
most very bunglingly, un’ess they understand its principles. 
This mental engineering, or applied psychology, is needed 
first of all for handling your own faculties, and second for 
knowing at a glance the strong and weak points of all people 
you meet, knowing how to appeal so unerringly to their 
peculiar constitution as to easily persuade them to follow 
your plan, purchase your line of goods or join your club or 
political party. 

All our actions are much like the making of a soup or 
pudding. The good cook knows the blending effect of each 
article of its composition, and will not omit salt or sugar, nor 
add them twice because forgetful or paying no attention to 
business. In like manner the good speaker will pass out to 
the audience his bowl of delicious “hot soup”—not so hot as 
to burn or arouse antagonism, nor so lukewarm as to be 
nauseating, not too peppery nor too tasteless—and then his 
hearers will smack their lips for more, at least on some other 
day. Then he will at least stop that slovenly habit of saying: 
“And-er,” “I-er,” “think-er”—will think to a period for each 
resting place. 

Proper mixing of ingredients, and concentration of pur¬ 
pose, will produce a good soup or pudding, a good song or 
sermon, a good book or building. Study, then, the best com¬ 
binations of mental powers with as much stick-to-it-iveness 
as a cook uses in studying recipes or originating new ones. 
Study also the results as critically as an ambitious chef gets a 
habit of tasting everything over and over till perfection 
seems secured—and even then gladly listens to the criticism of 
those to whom he is catering. 

Above all you must concentrate every power upon the one 
grand object or ambition or purpose of your life, or else 
efficiency and success will never be gained. A sailor may be 
constantly changing sail or rudder, but his harbor is never 
out of thought in any of the readjustments. So you may 
seem to people to be very changeable, even vacillating or a 
mere weather-cock, when you are really adapting your sails 
to catch the veering breezes—the changes in others, in your 
environment or circumstances. 

“The strenuous life” of unremitting toil—“never mind 
sleep or meals!”—is not a necessity for winning success. 
That excessive “devotion to business” often defeats its pur¬ 
pose and sometimes destroys life itself. But calm, steady 

— 78 — 


concentration of will or desire and thinking or planning com¬ 
bined (or ultimated) in regular hours of labor—this is a 
necessity, and it will “remove mountains” or tunnel through 
all obstacles. 

The greater the skill in combining mental elements to 
accomplish that grand plan or ambition, the less force and 
strain are required. Many a man wears himself out in hard 
work and yet is defeated because he will not take the trouble 
to properly sharpen axe or plow, sword or pen. Or they take 
wrong roads because too independent of maps or guideposts 
or the advice of people who have traveled that route all their 
life. So in the mental world. Nine-tenths of the men are 
somnambulists! Most of the brain is asleep for lack of a 
psychological alarm clock—lack of any clear method of 
arousing the brain and applying all its dormant energies to 
study or business. Learn to adjust or connect up every fac¬ 
ulty needed for each task. 

“Not more than one-tenth part of the brain cells are put 
into active service by the ordinary processes of education,” 
declares one scientist, after psychological tests of many people. 
The psycho-analysis that has been here set forth briefly will 
enable any man, who is teachable, to so perfectly apply it as 
to become a good human engineer for himself and for others. 

By a little regular experimenting you can soon easily and 
calmly “touch the right button” in your own dark mental 
halls —or in the recesses of other cob-webby brains—and thus 
turn on the full blaze and dynamics of mind and soul. Thus 
become master of every animal impulse of your mental 
menagerie—and of every God-like aspiration as well—always 
issuing orders with that authority which the regular and full 
use of the word “My” establishes, and never permitting 
usurpation or insubordination under the treasonable assump¬ 
tion by one impulse of being “I” or the whole man. 

Then you are keeping—let me repeat in closing—that first 
commandment: “Have dominion over the fish of the sea” 

(which means your curiosity or cold-blooded, scientific inves¬ 
tigating propensity), “and over the birds of the heavens” 
(your imagination or lofty ambition), “and over every living 
creature” (your warm-blooded affections and secret impulses.) 
(Gen. 1:28). Then you are becoming the grandest possible 
success—whatever your financial rating—for you attain the 
true “measure of a man.” (Rev. 21:17). 


— 79 — 


DEFINITION OF THOUGHT CENTERS 
(Explanation of Markings) 

(The scale for marking is from 1 to 7; figure 1 indicating 
very small; 2, small; 3, moderate; 4, average; 5, full; 6, 
large; 7, very large. C. means cultivate. R means restrain.) 
GENERAL CONDITIONS 

Size of Brain —Average circumference of a man, 22 inches 
(diam. 6x7^); of a woman, 21*4 inches. 

Your circum is:.Diam.:.Radii:. 

Organic Quality —Fineness and delicacy of texture; ex¬ 
quisiteness and refinement of mind. 

Health —Physical strength, vital stamina and enduring 
power. 

Breathing Power —Lung and chest capacity; power to oxy¬ 
genize the blood—expansion. 

Circulatory Power—The heart and circulation of the blood. 
(Men 70, women and children 75 or 80.) 

Digestive Power —The stomach and digestive organs. 

Motor or Active Temperament —Bones and muscular frame¬ 
work, gives activity, endurance. 

Mental or Thoughtful Temperament —Brain and nervous 
system, and nerves of special sense. 

Vital or Nutritive Temperament —Appetite and digestion 
strong, fleshy, magnetic, often voluptuous. 

Activity —Restlessness, quickness, and desire for active life. 

Excitability —Susceptibility, intensity, and impulsiveness. 
INTELLECTUAL GROUP 

(All groups arranged for committing to memory easily.) 

1. Language —Verbal memory, ability to repeat verbatim 
what one knows; power to express thoughts, feelings and emo¬ 
tions by words—large vocabulary. 

2. Form —Ability to observe and remember shapes, recol¬ 
lection of faces, family resemblances and expressions; aids 
in reading, spelling and committing. 

3. Individuality or Observation —The Investigator, desire 
to see, examine and identify objects in nature, or ideas. 

4. Size —Ability to judge of magnitude, or the length, 
breadth and height of an object; an accurate eye for pro¬ 
portion, perpendicular or level. 

5. Weight or Balance —Perception of laws of gravity and 
motion; skill in balancing, riding, walking, skating, shooting. 

6. Color —Perception and recollection of colors; judg¬ 
ment in matching and arranging them, and in knowing and 
remembering things by their color. 

7. Order —Method, system, arrangement, neatness; desire 
to adapt means to ends, to lay out work and to work by rule 
or program. 

8. Number or Calculation —Mental arithmetic; quickness 
in figures; ability to estimate; memory of dates. 

9. Tune —Sense of sound and music; modulation in speak¬ 
ing, reading and singing; harmony and melody; sense of 
emphasis and pronunciation. 

— 80 — 






liv-te.!. 

&' 

Ex«xut^-|Oj 


el* n *\ n 
jfcj 11 TW^Kt- 
^^TCetew 


10. Time —Recollection and intuitive knowledge of the 
lapse of time; ability to keep time in music. 

11. Locality or Place —Memory of places; desire to travel, 
see and explore new localities; geographical talent; ability 
to find one’s way, not get lost. 

12. Eventuality —Memory of facts, events, details, statis¬ 
tics, stories and general knowledge. 

13. Comparison —Power to analyze, classify, compare, 
illustrate, criticise, and reason analogically; sees resemblances 
and differences; compares qualities, people and things. Love 
of parables, symbolism, cartoons. 

14. Causality or Reason —Soundness of judgment; orig¬ 
inality of thought, and desire to go back to the origin of 
things; deductive reasoning; ability to plan out inventions 
and to philosophize—the theorist and debater. 

15. Mirthfulness or Fun —Wit, gaiety, sense of the absurd, 
laughing, joking, playing tricks, (p. 46.) 

— 81 — 










16. Agreeableness or Youthfulness —Geniality, pleasant- 
antness, blandness, persuasiveness, ability to interest and en¬ 
tertain others, suavity of manner. 

17. Human-nature or Intuition —Foresight, sagacity, pene¬ 
tration; intuitive perception of character and ability to judge 
of character from first impressions; saying the right thing 
at the right time and in the right way—tact. 

RELIGIOUS GROUP 

18. Benevolence or Generosity —Liberality, charity, sym¬ 
pathy, tenderness, kindness, philanthropy, desire to do good, 
to improve and reform mankind; interest in progressive 
measures, magnanimity. 

19. Imitation —Ability to copy, mimic, make right ges¬ 
tures unconsciously; versatility, adaptation to different kinds 
of work and spheres of life, and surpass noble models. 

20. Spirituality or Faith —Impressibility, trust, confidence 
in partially developed truth; love of the wonderful, spiritual 
or mystical. 

21. Hope —Expectation, anticipation, cheerfulness, opti¬ 
mism, buoyancy, elasticity of mind; sense of immortality in 
the future, (p. 54.) 

22. Veneration or Worship —Prayerfulness, adoration; re¬ 
spect for superiority, greatness, age, and antiquity; filial 
love, dependence, disposition to serve and obey. (p. 55.) 

RULING GROUP 

23. Firmness or Determination —Will power, decision, 
positiveness, fixedness of purpose, tenacity of mind, and 
stubbornness, (p. 42.) 

24. Conscientiousness or Love of Justice —Sense of moral 
obligation or responsibility; equity, accountability, moral 
principle, integrity, faithfulness, consistency; disposition to 
act according to agreement; resentment of injustice—the 
reformer, (p. 46.) 

26. Self Esteem or Dignity —Self-respect; self-reliance; 
self-confidence; manliness; desire to command; equipoise 
and self appreciation. (p. 58.) 

27. Continuity or Concentration - — Connectedness of 
thought and feeling; ability to hold the mind to one process 
of mental action and complete every undertaking; patience 
to wait or work. (p. 56.) 

DOMESTIC GROUP 

28. Inhabitiveness —Love of country, home and place; 
disinclination to change one’s abode; homesickness—the 
patriot. 

29. Philoprogenitiveness or Parental Love— Love of chil¬ 
dren, animals and pets; desire to be a parent and founder of 
a family. 

30. Amativeness or Sexuality- —Regard for the opposite 
sex; warmth of passion, magnetism, desire to caress and be 
caressed, (p. 68.) 

31. Conjugality or Constancy —Attachment to one per¬ 
son; desire to marry; exclusive affection. 

— 82 -Approb., Love of Prr lse, V anity. 
Chagrin, Affectation,-- sensitive, 
bashful or impertinent (p 58*63) 



SYMBOLICAL HEAD: The na¬ 
ture of each faculty is represented by 
the picture. Firmness by the Pyramid 
and the human individuality by an ob¬ 
server with a telescope. Acquisitive¬ 
ness by the miser counting his gold 
Secretiveness by the fox prowling for 
_the chickens, etc. 


32. Friendship —Sociability, attachment, love of com¬ 
pany, gregariousness, ability to make friends. 

EXECUTIVE GROUP 



33. Combativeness or Courage —Power of defence, resist¬ 
ance, defiance; spirit of opposition, resolution and self-pro- 
tection; aggressiveness. 

34. Vitativeness or Longevity —Tenacity of life, desire to 
avoid death, enjoyment of existence. 

35. Destructiveness or Executiveness — Energy, force, 
severity, thoroughness; power to endure, (p. 43.) 

36. Alimentiiveness or Appetite. —Sense of hunger, and 
thirst; desire to gratify the appetite. 

37. Acquisitiveness or Economy —Thrift, desire to accumu¬ 
late, possess and hoard; also to trade and deal in property; 
gives “proper perspective.” (p. 63.) 

38. Constructiveness or Ingenuity —Dexterity, power of 

contrivance, versatility of talent in business, arts and me¬ 
chanics, also in literature and music. _1-. 

39. Ideality or Perfection —Sense of perfection and 
beauty; poetical sentiment and imagery; love of art, oratory 









and literature; refinement, gentility and polish; ability to 
embellish, write poems—the Inspector. 

40. Sublimity or Grandeur —Consciousness of the vast, 
grand, sublime, wild, terrific; and desire to contemplate the 
powerful in machinery, in nature, and in divine attributes. 

41. Caution or Forethought —Prudence, solicitude, sus¬ 
picion, despondency, watchfulness, hesitancy, fear, timidity, 
fret, worry, anxiety, pessimism, (p. 50.) 

42. Secretiveness or Reserve —Tact, policy, diplomacy, 
evasion, concealment, even lying. 

Age_ Height_ Weight- 

Expectation of Life- 

Best foods:---i_ 

Best Vocation:---- 

Best Mate:- 

Remarks:_ 


— 84 — 















Parton, historian (No. 1) ; Evarts, senator (3) ; Wiswell, general (4) ; 
“George Elliot, author (6) ; Prof. Bush (8) ; Napier, general (9). 


“LET IN THE LIGHT!” 

Be a gushing spring, an unfailing fountain—not a well 
or Dead Sea, into which streams of truth are always pouring, 
but which send forth no “rivers of living water.” If this 
book has helped or interested you, order copies for presents 


to friends, especially boys and young men. Price $1.00, 
or 4 for $3 postpaid (really a $3 book compressed.) 

Other Books by G. W. Savory: 

“Marriage, Its Science and Ethics,” 400 p.$2.00 

“Hell Upon Earth Made Heaven,” 160 p. 1.50 

“Babes Unborn or Families of the Faithful,” 70 p.25 

“Key of Knowledge,” 8 p. folder free for stamp. 

“Open Letter to Preachers,” 28 p., free for stamp. 

“The Beast, the Boy and the Bible (Ready for Press) . . . 2.00 
“Jesus in Heaven” (Com. on Rev. Ready for Press) . . . .25 
Inspiring Books by Others: 

“Applied Character Analysis”—Dr. J. T. Miller.$2.00 

“Biochemic System of Treatment” (drugless), 450 p.. . . 3.00 
“Wedding Garment” (Story of Heaven’s Psychology) . . 1.25 
“Heaven and Hell” (here and hereafter) Swedenborg. . 1.00 

“True Christian Religion”—2 vol., Swedenborg. 2.00 

“Marriage Love” (best of all such books) Swedenborg. . 1.00 
“New Dispensation”—Barrett (12th Ed., all should read) 1.00 
“Language of Parable—Worcester (Bible simplified) . . .85 

Order of Any Book Dealer, or of 
G. W. Savory, Claremont, Calif. 


— 85 — 











PSYCHOLOGY OF SALESMANSHIP 


Three things properly analyzed, and then brought into 
proper relations at the proper time, will make a successful 
salesman: The Goods, The Purchaser, and The Salesman. 

The last of these is the only one generally considered, and he 
is, of course, of chief importance, but the other two need 
to be discussed first. 

1. The Goods must be of honest value, seasonable, desir¬ 
able and in demand. Or demand must be created by sample, 
by demonstration, by clear explanation, or by an eloquence 
that arouses expectancy, imagination or faith. Unless a man 
believes in his goods, he will put up a lame story, and he 
had better find something over which he cannot help “smack¬ 
ing his lips” convincingly. 

Furthermore, he must know his goods—“know everything 
of something”—and know all there is to be known about 
them, especially in comparison with other similar goods 
which an inquirer may think he would prefer—whether it is 
transportation, corner lots, education or religion he is pro¬ 
moting. Frank admission that some limousine has many 
merits superior to those of the flivver lie is handling, will 
often close a deal for his cheaper machine, because the seller 
begets confidence in his honesty by such magnanimity. 

2. The Purchaser must have the price, must be of recep¬ 
tive mentality, and must be in the mood to consider the propo¬ 
sition—or must be brought into such a state of mind. Very 
few are waiting for a salesman, and most people keep their 
porcupine quills set against his approach—their purses pad¬ 
locked. 

Why does a bulldog bite? Because he is afraid! Remove 
all his fear that you are likely to do him, or his, some in¬ 
jury, and he wags his tail like any poodle. Every man keeps 
a bulldog in his brain—alert, suspicious, savage—and you 
can do nothing with a man till you get past his mental bull¬ 
dog, and do it, too, without conflict or trembling. Here a 
knowledge of psychology is a great help, provided it is a 
working knowledge of applied psychology. No system is so 
practical or usable as true and original Phrenology, based 
upon correct anatomy of the brain and discovery of its 
“thought-centers” by Dr. Gall, born in Germany but of Italian 
parents, named Gallo, 150 years ago. 

When such men as Edison, Burbank, Carnegie, Horace 
Greeley, Mark Twain, and many other noted men found in 
this young science their only college—though it is still im¬ 
mature and often prostituted by greedy “fortune-tellers”— 
and when many college-trained men, like Beecher, Talmadge, 
Horace Mann, Garfield, Gladstone, and Wannamaker, testify 
to its value in equal terms, those people who sneer at Phre¬ 
nology because some materialistic “great authority” has de¬ 
clared “there’s nothing in it” are only laughing at their own 
funeral. 


— 86 — 


Test it, then, for yourself by quickly taking a mental 
measure of each prospective patron—never speaking till you 
can calmly come near enough to note the color of his eyes. 
By that time you should have separated out at least one or 
two of his most distinguishing characteristics, and so fastened 
your attention upon that dominant feature as to keep it in 
mind during all your contact. This develops in you that 
intuitive faculty called “human nature,” the talent for siz¬ 
ing a man up, or knowing him at a glance, and makes you 
feel as if he were an old friend. Then it is easy to change your 
tone instantly to fit the leading peculiarity of the customer. 
Then he recognizes instinctively that you know him and in¬ 
wardly bows to your superior intelligence—much as animals 
“know who is boss.” 

This off-hnad analysis must be allowed a moment’s con¬ 
centration of sharp study—with penetrating eye—upon every 
feature, form, posture, expression of countenance, gleam of 
the eye—to discover the easiest point of contact, the surest 
means of getting together. Whether you call it character- 
reading, tact, diplomacy, magnetism, or personal influence- 
it is a most powerful means of linking onto a customer and 
making him your willing and admiring friend. And soon it 
makes you an expert in handling men. It can never exist, 
however, except when based upon some degree of dignity, 
or calm equipoise in yourself, and the moment of its special 
exercise requires some “nerve,” or determination—a smiling 
challenge to “lock horns” intellectually. 

For example, if the other man is a “high brow,” forehead 
cliff-like, then calm reasoning will be most appreciated and 
most effective—if expressed suggestively, even interrogatively, 
rather than assertively or dogmatically, and especially if pre¬ 
sented in so choice language as to show incidentally that the 
seller is well educated. But pedantry will only disgust and 
any straining after big words will merely prove anxiety to 
make a sale, even at expense of sincerity or common honesty. 

If he is a low-brow, or has a prominent ridge projecting 
like a visor over the eyes—which means large perceptives or 
observing powers—then, don’t present theories or even argu¬ 
ments, but deal out your facts, pointing to every advantage or 
improvement and wasting no words over philosophy or hy¬ 
potheses. 

If his lips turn up at the outer corners, forehead full at 
outer ridge, twinkle in his eye, you may venture some witty 
remark, or quaint and “original” names for things, or even 
a joke, if sure it is a good one. Unless one of these signs 
is prominent, better “cut out all monkey business,” for you 
will only disgust by so bald and trifling a method of working 
him into good humor. In any case, joking is a dangerous 
weapon, often giving an unintended stab that causes recoil and 
aversion—unperceived perhaps but never healed. Hopeful, 
cheerful good-nature, and genuine interest in the success of 

— 87 — 


a customer, are far more potent factors than jollying him, 
in any dealing. 

If the “prospect” has a head that runs well up and back 
at the crown, and carries it always erect or thrown back 
“stiff-necked,” better agree with him all you possibly can, and 
never contradict him even if he declares “the moon is made 
of green cheese.” But be not too effusive in such agreement, 
for you will thereby admit he has reduced you to so low a 
station that he will no longer listen, and he will proceed with 
an inward chuckle to “wipe his feet on you.” With such a 
man you must be most of all on guard against permitting him 
to get you confused or “rattled” by his egotistical style or 
lordly condemnation of your scheme. Make up your mind 
solidly never to get mad at the most outrageous statements 
or rebuffs. You can’t afford to regard them as anything but 
childish—mere ignorance and petulance. 

And let nobody see you even excited, for that proves you 
very doubtful of the outcome or distressed over the probable 
failure. While you are to be alert and in earnest, it is your 
business to be “the king pin” in this game of “snapping the 
whip”—cool, collected, conscious of triumph from the start. 
Watch the other man’s interest growing into excitement under 
your manipulation. Explode your dynamite under his ribs, 
not under your own! 

If his head is just the opposite of that—i. e., flat at the 
crown—and he shows a timid, meeching or apologetic man¬ 
ner—head likely tipped forward or toward one side, some¬ 
times with upper lip drawn up—then you must first express 
some honest word of praise or at least approval, for his 
opinion (asking it indeed), for his person or for his pos¬ 
sessions (“love me, love my dog”)—before you can “get next” 
to such a man in any business transaction. But be sure 
that your appreciation is sincere, hearty, brotherly, and if 
possible grateful for the suggestion he has given you. Never 
belittle yourself by using flattery, for that is hypocritical and 
many are so suspicious and sensitive as to be quickly “killed” 
by any patronizing air. 

If the middle backhead is very prominent, better first take 
time to inquire about the members of his family and what 
his boys are likely to become. The consul from Chile de¬ 
clared in a recent movie lecture on his country that this in¬ 
direct method must be used there by our salesmen. If two 
or three days are spent thus, then merchants will themselves 
inquire what line the drummer handles and will be eager to 
give big orders. #'*!| 

These are only samples of proper approach. They can 
easily be multiplied by any observer shrewd enough and cool 
enough to “size up” each man before plunging into con¬ 
versation. “All things to all men” even an apostle could 
make his motto, not in a deceptive spirit but with generous 
desire for greatest service. It is the principle of adaptation, 
the use of applied psychology—more important than whit- 

— 88 — 


tling a square peg before thrusting it into a round hole. It 
is a question of mental mechanics and mathematics as 
much as of common sense. 

A public speaker must learn to set vibrating in his own 
cranium those organs of the brain that he wishes to set 
vibrating in his audience—and a salesman is a public speaker 
in a small way. But most speakers make a mistake of al¬ 
lowing faculties of their own minds to leap into action which 
are not needed or which thwart their purpose in large measure, 
causing defeat or failure more or less complete. Combat¬ 
iveness, determination, destructive denunciation in him at 
once arouse opposition, obstinacy and revengeful feelings in 
his auditors. And that to such degree that his message is 
wholly spurned, perhaps unheard because of resentment. 
Even his fear defeats his purpose because that gets no re¬ 
sponse beyond mere sympathy. He must be bold, but con¬ 
ciliatory and respectful of the freedom and intelligence of 
his hearers—never obtrusive or arrogant or patronizing— 
suggestive and persuasive rather than commanding or dog¬ 
matic. 

3. The Salesman must of course possess certain talents 
himself in order to thus measure others and adapt himself 
to their peculiarities and moods. Or he must recognize 
what specific faculties are weak in himself, and go to work 
steadily, faithfully and scientifically to develop them—at the 
same time calling upon his strong faculties to serve as substi¬ 
tutes while the weak ones are gaining strength. 

First of all in importance .for this task is SELF CONFI¬ 
DENCE. This must be the real thing, based upon full knowl¬ 
edge of the business, and manifested in a calm, steady, dig¬ 
nified manner—free from any embarrassment or its op¬ 
posite impertinence. Counterfeit self-reliance is hasty, over¬ 
bearing, often insolent in excess of zeal, or at least disre¬ 
spectful and inconsiderate of the opinions and preferences 
of others. True dignity will never condescend to accept an 
order at any unreasonable charge, nor one that is reluc¬ 
tantly given, but will wait till the purchaser is fully convinced 
and ready to sign contract without urging. Such self-respect 
always preserves self-respect in the buyer and is the highest 
compliment to him—protecting his freedom as the very core 
of his personality—paving the way for future transactions 
without preliminaries. 

Meet every man “on the square,” head erect—never tipped 
to one side, for that pose reveals peacock vanity or a weak 
appeal for appreciation—eyes looking very frankly into eyes, 
earnestly, searchingly, even penetratingly, but never with any 
gleam of compulsion, fascination or hypnotism. Thus you 
conquer in a fair game, proving that you are above any trick¬ 
ery that might win for the moment. If you are then tem¬ 
porarily beaten, you are still an honest man, and have left 
so good an impression that you may soon be sought in other 

— 89 — 


deals—perhaps through endorsement by the man who refused 
you. 

In the next place, there must be a STRONG WILL —strong 
enough to hold itself in check! “The will to power” is very 
liable to turn bluster into beggary and whining (as it did in 
the Germans), defeating your purpose and destroying your 
market. “Pep” is to be cultivated—even by letting some¬ 
body “rub your ears”—but to be regulated, as a colt is trained 
to obey the rein, or even a word so low others do not hear. 
Impetuosity does not prove a strong will. That is like steam 
which is merely making a teakettle cover hop up and down— 
very showy but getting no results. Better to go to the other 
extreme and “sit on the safety valve,” till you learn suppres¬ 
sion to make your will handle big cargoes. Energy properly 
organized or harnessed will make your “world” go ’round on 
mighty circles, but unless there is an exact adjustment or 
balancing of the centripetal against the centrifugal force, all 
your dynamics will merely hurl your little world off into 
chaos. Applied power shows that degree of efficiency indi¬ 
cated by the pressure gauge of the reserve power. If you have 
a “grip of steel,” it will only bruise unless you cover it with 
a velvet glove. If you carry the “big stick” of power, you 
will only frighten, unless you learn to “speak softly”—not 
in “sissy” style, but fraternally, serviceably. 

TACT —a third requisite, already considered—or call it 
Human Nature, an intuitive” talent for '“drinking in” every 
man (or knowing his character almost without looking at 
him), and for “linking onto” his every mood naturally and 
easily—this marvelous gift may be regarded as an uncon¬ 
scious intellectual mechanics or skill in so adjusting mental 
power to the problem of distribution (or dissemination) as 
to produce satisfactory results with least friction or waste 
of energy. Most beginners in any line of work—whether 
preaching or peddling peanuts—have so much ambition and 
determination, but so little judgment and self-control, that 
they seize a sledge-hammer to drive a tack. 

This tact, or character-reading and character-handling tal¬ 
ent, is often latent, but it can be rapidly developed, called out, 
educated (e-duco) by steady practice or exercise, not merely 
in estimating strangers but in testing appropriate methods of 
approach and influence with them. Many old drummers 
wear themselves out “lifting the heavy end of the timber,” 
because so unobservant as to remain ignorant of the far easier, 
simpler and more successful psychology of salesmanship. 
They bring up their heavy guns when only a small rifle is 
needed—if handled by a sharpshooter. 

FRIENDSHIP , brotherliness, philanthropy, or an unselfish 
purpose to be a benefit to others—a very practical religion, 
the difference between the Dutch trader and the Jew—this 
might be scorned by some as if a handicap rather than ac¬ 
cepted as a fourth requisite for successful salesmanship, 

— 90 — 


and perhaps it is for a street fakir, but even he would be 
stronger, more truly eloquent and therefore sooner believed, 
if this element could be discovered in him by the keen char¬ 
acter readers among his wondering crowd. Ceretainly for 
growth in a permanent business, nothing can equal this noble 
characteristic. And even at the start it enables a salesman 
to lose himself in the impelling motive of doing good—all 
timidity, sensitiveness, and self-consciousness thrust out by 
this grand, self-reliant, dignified program, an ambition to 
score high in benefits to the community. 

CONCENTRATION will then become easy for the most 
flighty mind, when that noble purpose takes hold of a man. 
Instead of feeling tied to a wearisome task or straining to 
push a hated business—staggering along under the “curse of 
toil”—an enthusiasm is engendered which carries you along 
so delightfully that hard work becomes your pleasure. You 
can now class yourself with Edison as a “man who never 
works”—having learned the secret of getting more happiness 
out of doing something useful than from any form of amuse¬ 
ment or recreation. 

Versatility is our pride but our weakness, making us super¬ 
ficial investigators, lacking in thoroughness for any study, 
writing, manufacturing, or distribution. Whether we “grow, 
make or carry” products, we do well to imitate the “plodding 
Germans” in this quality, and learn the value of “stick-to-it- 
iveness.” Hitch up your mule—not your butterfly—to pull 
a load! 

More salesmen fail by wandering mind than perhaps from 
any other cause, yet most “failures” never suspect that. They 
can “show goods.” Yes, but getting “lots of nibbles” isn’t 
catching fish. At the “psychological moment” of closing a 
deal, a very versatile mind is likely to be off skyrocketing 
on some entertaining scheme, so that mere bodily presence is 
felt to be but mockery. If you cannot learn inhibition to the 
extent of shutting out all other ideas, holding your own mind 
to the one proposition till the matter is settled, how can you 
hope to hold the mind of an indifferent auditor or purchaser? 
—especially if he sees how easily he can divert your attention. 

Practice concentration every day. Listen to every word 
of the driest lecture or sermon. Keep by you some “heavy” 
but instructive book, and read it regularly for mental gym¬ 
nastics. Don’t quit studying till you are 90. Some day you 
may become a genius—“2 per cent inspiration and 98 per 
cent perspiration”—“having the power to look at the point 
of a needle haif an hour without winking.” 

DECISION for the undecided must be listed as the sixth 
activity of a salesman’s mind. Not a knockdown forcing of 
decision, but a very tactful bringing of the hesitating listener 
up to the point of decision, and then helping him suggestively 
to make the plunge—somewhat as you would encourage a boy 
too timid to take his first swim. Indecision, vacillation, 

— 91 — 


double-mindedness, is the almost universal American lame¬ 
ness of character. Act as a crutch for people—steady and 
dependable—if you would do them the highest favor. 

Yet you must so respect their freedom as to never alarm or 
anger, but leave them under the impression that they were 
independent in taking the step. This service can be appreci¬ 
ated and sought again only when you have patiently diagnosed 
a patron’s needs, and only as it proves to have come from a 
genuine interest in his welfare and happiness—making him 
also a greater benefit to society. 

No coercion, no delight in mere triumph, no hint of your 
own superiority—always the brotherly adviser prominent and 
sincere in the effort at helpfulness, which is now becoming 
your habit and delight in life. Coming under the “law of 
service,” and despising the old law of enslaving others, neither 
you nor the patron will give a thought to profit or salary, 
knowing that to be only reasonable. Instead of any begging 
or urging, it is now enough to remark in quietest tone: I 
know you will count me your friend, if you allow me to 
persuade you to prompt decision. Trading on your personal 
need is weak and seldom permissable except as a last resort 
with some mule of a man who is convinced but unyielding 
because of rash refusal at start. Then your ambition for 
college, for increasing family, or for scoring well on this first 
trial, may soften a hard heart. 

APPRAISING PROPENSITY , last in. the list, is not least 
in the qualifications for salesmanship—or even for preach¬ 
ing. It is the Yankee curiosity for evaluating everything, 
a kind of seventh sense for values, prices, estimates of ma¬ 
terials—the “sixth sense” being the intuitive estimate of 
character. It is a mental yardstick for discovering the true 
worth of things and perhaps disputing their assumed or 
advertised rating. 

When this is developed into a settled habit, it maintains a 
“true perspective” on all of life and its varied interests—its 
kaleidoscopic changes—preventing shocks by any disaster 
that would overwhelm the unprepared, even preventing aston¬ 
ishment by the most sudden transformations in the daily 
drama of life. It makes a man skilful for instant adjust¬ 
ment of his sails to the breezes, no matter how gusty or tem¬ 
pestuous. 

This proper perspective will reveal itself by an easy ora¬ 
tory—gestures spontaneous, natural, unstudied, irrepressible 
—emphasis always on the right word in the sentence, and on 
the most important principle in the discourse or selling de¬ 
scription. It impels a man to adopt the budget system of 
appropriation in advance for daily uses of all his time as 
well as money—cutting down to lowest notch the unimport¬ 
ant in order to devote a maximum to higher ambitions. 

He will then adopt a rigid program to save time spent for 
hesitating decisions, which he has found cannot be made 
so wisely in a crisis as by previous foresight and planning. 

— 92 — 


And this “road-map” or “guide-post” will prevent the larger 
waste of having to retrace the miles travelled in wrong direc¬ 
tions. Or say it stops the leaks of minutes as sewing up the 
hole in a pocket stops dimes from slipping through. It will, 
on the other hand, keep him from charging fancy prices for 
any goods, and from “taking himself too seriously”—though 
not if he greatly lacks that balancing brotherliness and an 
upright conscience. 

Such self-analysis and habit of self-control will drill any 
man into a skilfulness for touching the right button in his 
own electric brain to flood other minds with light—or for 
playing only such tune on his mental harp as he wishes to 
start harmoniously vibrating in the mind of others. 

This is mental aviation—a better figure—which rises un¬ 
opposed above all mountainous barriers, and rides, grace¬ 
fully as a bird, to land with a smile right at the door of 
mind and heart, sure to gain a welcome no other method of 
approach can expect. 



— 93 — 

















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